The Sales Control System and Salespersons Loafing on the Job

摘要：

Applying the agency theory, the authors analyzed the causes ofloafing on the job on the part of salespersons and the advantages and disadvantages of different sales control systems: out-based sales control systems, behavior-based sales control systems and combinations of both. The authors thus propose three supervising incentive methods: a gradually increasing compensation plan, a promotion-based compensation policy, and efficiency wages.

关键词： Sales control system Loafing on the job Agency Theory Compensation system Efficiency wage

作者: Jiang Ruochen

作者单位: Anhui University of Finance and Economics, Bengbu of P.R.China,233030

会议类型: 国际会议

会议名称: 第六届管理学国际会议(Proceedings of ICM2007 the 6th International on Management)

会议地点: 武汉

会议语种:英文

页码: 914-922

在线出版日期: 2007-08-03（万方平台首次上网日期，不代表论文的发表时间）