The decision of designing an effective bonus scheme for the monopolist and his heterogeneous sales forces

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Title:	The decision of designing an effective bonus scheme for the monopolist and his heterogeneous sales forces
Other Titles:	獨占廠商及其銷售小組的有效紅利報酬制度之決策
Authors:	Chen, Miao-sheng;Pai, Ti-ching
Contributors:	淡江大學經營決策學系
Date:	1995-09-01
Issue Date:	2009-11-30 12:19:37 (UTC+8)
Publisher:	New Delhi: Taru Publications
Abstract:	This paper presents two dynamic models, from the views of the company and its heterogeneous sales forces respectively, to find the principles of designing an effective bonus scheme for a monopolist. We obtain: (i) the increases of the sales potential elasticity may cause the decreases of the terminal sales volumes and the bonus scheme’s change rate; (ii) the relationship between the sales forces’ unit cost of product and the sales potential elasticity for the starting point of bonus scheme; (iii) the influences of the sales forces’ and the company’s markup limits on the terminal sales volumes and the change rate of bonus scheme; (iv) the management can shorten the time horizon for a higher discount rate or a lower change rate of bonus scheme.
Relation:	Journal of information & optimization sciences 16(3), pp.501-515
DOI:	10.1080/02522667.1995.10699247
Appears in Collections:	[Graduate Institute & Department of Business Administration] Journal Article [Department of Management Sciences] Journal Article

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