IDEAS home Printed from https://ideas.repec.org/a/now/fntmkt/1700000046.html
   My bibliography  Save this article

Sales Force Compensation: Trends and Research Opportunities

Author

Listed:
  • Rouziès, Dominique
  • Onyemah, Vincent

Abstract

Altogether, when designing sales force compensation, decision makers are faced with a complex issue involving many variables, some of which are unobservable, interdependent, or uncertain. Moreover, compensation is often viewed as salespeople's primary motivator and in many corporations, it is the dominant sales expense. The objective of this monograph is to review the many insights provided by empirical research to date, some of which are just emerging in the marketing literature. We first discuss how plans should be designed according to the dominant research stream and contrast research findings with actual sales force compensation policies. Then, we highlight topics related to sales force compensation that are notably under-researched and show how taking them into account will enrich knowledge on compensation. Finally, we conclude with future trends in sales force compensation.

Suggested Citation

  • Rouziès, Dominique & Onyemah, Vincent, 2018. "Sales Force Compensation: Trends and Research Opportunities," Foundations and Trends(R) in Marketing, now publishers, vol. 11(3), pages 143-214, November.
    • Handle: RePEc:now:fntmkt:1700000046
    DOI: 10.1561/1700000046
    as

    Download full text from publisher

    File URL: http://dx.doi.org/10.1561/1700000046
    Download Restriction: no
    File URL: https://libkey.io/10.1561/1700000046?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. David J. Zimmerman, 2003. "Peer Effects in Academic Outcomes: Evidence from a Natural Experiment," The Review of Economics and Statistics, MIT Press, vol. 85(1), pages 9-23, February.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Keshavarz, Ali Reza & Gölgeci, Ismail, 2023. "The value of the sales function: A multilevel examination of the effect of strategic marketing ambidexterity and industry contingencies," Journal of Business Research, Elsevier, vol. 156(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Darolia, Rajeev, 2013. "Integrity versus access? The effect of federal financial aid availability on postsecondary enrollment," Journal of Public Economics, Elsevier, vol. 106(C), pages 101-114.
    2. Maria De Paola & Vincenzo Scoppa, 2010. "Peer group effects on the academic performance of Italian students," Applied Economics, Taylor & Francis Journals, vol. 42(17), pages 2203-2215.
    3. Falk Armin & Kosfeld Michael, 2012. "It's all about Connections: Evidence on Network Formation," Review of Network Economics, De Gruyter, vol. 11(3), pages 1-36, September.
    4. B. Jahanshahi, 2014. "Separating Gender Composition Effect from Peer Effects in Education," Working Papers wp932, Dipartimento Scienze Economiche, Universita' di Bologna.
    5. George R. Goethals & Gordon C. Winston & David J. Zimmerman & Laurie C. Hurshman & Adam C. Sischy & Georgi Zhelev, 2004. "Who Cares? How Students View Faculty and Other Adults in US Higher Education," Williams Project on the Economics of Higher Education DP-67, Department of Economics, Williams College.
    6. SHIMAMOTO Daichi & Yu Ri KIM & TODO Yasuyuki, 2019. "The Effect of Social Interactions on Exporting Activities: Evidence from Micro, Small, and Medium-Sized Enterprises in rural Vietnam," Discussion papers 19020, Research Institute of Economy, Trade and Industry (RIETI).
    7. Song, Yang, 2019. "Sorting, school performance and quality: Evidence from China," Journal of Comparative Economics, Elsevier, vol. 47(1), pages 238-261.
    8. Clifton-Sprigg, Joanna, 2014. "Educational spillovers and parental migration," 2007 Annual Meeting, July 29-August 1, 2007, Portland, Oregon TN 2015-46, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    9. Francesco Agostinelli & Matthias Doepke & Giuseppe Sorrenti & Fabrizio Zilibotti, 2020. "It Takes a Village: The Economics of Parenting with Neighborhood and Peer Effects," Cowles Foundation Discussion Papers 2228, Cowles Foundation for Research in Economics, Yale University.
    10. repec:zbw:rwidps:0002 is not listed on IDEAS
    11. Yakusheva, Olga & Kapinos, Kandice & Weiss, Marianne, 2011. "Peer effects and the Freshman 15: Evidence from a natural experiment," Economics & Human Biology, Elsevier, vol. 9(2), pages 119-132, March.
    12. Kang, Changhui, 2007. "Classroom peer effects and academic achievement: Quasi-randomization evidence from South Korea," Journal of Urban Economics, Elsevier, vol. 61(3), pages 458-495, May.
    13. Guccio, C. & Lisi, D., 2014. "Social interactions in inappropriate behavior for childbirth services: Theory and evidence from the Italian hospital sector," Health, Econometrics and Data Group (HEDG) Working Papers 14/28, HEDG, c/o Department of Economics, University of York.
    14. Gordon Winston & David Zimmerman, 2004. "Peer Effects in Higher Education," NBER Chapters, in: College Choices: The Economics of Where to Go, When to Go, and How to Pay For It, pages 395-424, National Bureau of Economic Research, Inc.
    15. Jones, Todd R. & Kofoed, Michael S., 2020. "Do peers influence occupational preferences? Evidence from randomly-assigned peer groups at West Point," Journal of Public Economics, Elsevier, vol. 184(C).
    16. Yu, Han, 2020. "Am I the big fish? The effect of ordinal rank on student academic performance in middle school," Journal of Economic Behavior & Organization, Elsevier, vol. 176(C), pages 18-41.
    17. Oriana Bandiera & Valentino Larcinese & Imran Rasul, 2010. "Heterogeneous Class Size Effects: New Evidence from a Panel of University Students," Economic Journal, Royal Economic Society, vol. 120(549), pages 1365-1398, December.
    18. Costanza Biavaschi & Corrado Giulietti & Klaus F. Zimmermann, 2015. "Sibling Influence on the Human Capital of the Left-Behind," Journal of Human Capital, University of Chicago Press, vol. 9(4), pages 403-438.
    19. Xu Lin, 2010. "Identifying Peer Effects in Student Academic Achievement by Spatial Autoregressive Models with Group Unobservables," Journal of Labor Economics, University of Chicago Press, vol. 28(4), pages 825-860, October.
    20. Adriaan R Soetevent & Peter Kooreman, 2005. "Social Ties within School Classes: The Roles of Gender, Ethnicity, and Having Older Siblings," Oxford Review of Economic Policy, Oxford University Press and Oxford Review of Economic Policy Limited, vol. 21(3), pages 373-391, Autumn.
    21. Pedro de Araujo & James Murray, 2010. "Estimating the Effects of Dormitory Living on Student Performance," CAEPR Working Papers 2010-002, Center for Applied Economics and Policy Research, Department of Economics, Indiana University Bloomington.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:now:fntmkt:1700000046. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Lucy Wiseman (email available below). General contact details of provider: http://www.nowpublishers.com/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.