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Presentations at an Academic or Professional conference (1993)

The Effects of a Salesperson's Utilities on Optimal Sales Force Compensation Structure

DARMON René, ROUZIES-SEGALLA D.

This paper describes an operational procedure for finding the optimal compensation plan structure for a sales force, taking into account the (heterogeneous) utilities of salespeople.

DARMON, R. and ROUZIES-SEGALLA, D. (1993). The Effects of a Salesperson's Utilities on Optimal Sales Force Compensation Structure.