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http://dspace.cityu.edu.hk/handle/2031/3784Full metadata record
| DC Field | Value | Language |
|---|---|---|
| dc.contributor.author | Cheung, Stephen Wai Kwong (張偉光) | |
| dc.date.accessioned | 2007-03-02T06:58:41Z | |
| dc.date.accessioned | 2017-09-19T08:36:28Z | |
| dc.date.accessioned | 2019-01-22T04:14:41Z | - |
| dc.date.available | 2007-03-02T06:58:41Z | |
| dc.date.available | 2017-09-19T08:36:28Z | |
| dc.date.available | 2019-01-22T04:14:41Z | - |
| dc.date.issued | 2006 | |
| dc.identifier.other | mkt2006-fb6700-cwk444 | |
| dc.identifier.uri | http://144.214.8.231/handle/2031/3784 | - |
| dc.description.abstract | Compensation plan plays a critical role in motivating salespersons and indirectly affects their company performance. This project studied an industrial products manufacturer’s representative which pays its salesforce on a fixed salary basis, and reviewed the appropriateness of its current compensation plan from the agency theory and motivation theories perspectives. By taking various situational factors like effort-sales uncertainty, efforts-reward uncertainty and preferences into consideration, a compensation plan that is tailored to the situations and the needs of the company is recommended. A survey revealed that more than half of the company’s salespersons are not highly motivated under the current fixed salary plan and over half of them prefer a compensation plan with an inventive payment ranged from 15% to 30% and with an average of 20%. | |
| dc.format.extent | 2 bytes | |
| dc.format.mimetype | text/plain | |
| dc.rights | This work is protected by copyright. Reproduction or distribution of the work in any format is prohibited without written permission of the copyright owner. | |
| dc.rights | Access is unrestricted. | |
| dc.subject | Compensation management | |
| dc.subject | Sales personnel | |
| dc.subject | Motivation | |
| dc.subject | Performance | |
| dc.subject | Hong Kong | |
| dc.title | Salesforce compensation plan for an industrial products manufacturer’s representative | en |
| dc.contributor.department | Department of Marketing | en |
| dc.description.course | FB6700 | en |
| dc.description.programme | MBA 2006 | en |
| dc.description.supervisor | Dr. Wenyu Dou | |
| Appears in Collections: | OAPS - Dept. of Marketing | |
Files in This Item:
| File | Size | Format | |
|---|---|---|---|
| fulltext.html | 316 B | HTML | View/Open |
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