Sales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance

Sales compensation plans affect salespeople's prospecting activity and sales opportunity coverage because they shape behavior in terms of how reps manage their territory and broader portfolio of customers. Drawing on goal-setting theory, the authors propose and test a theoretical framework whic...

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Bibliographic Details
Published in:Industrial marketing management 2023-08, Vol.113, p.153-167
Main Authors: Claro, Danny Pimentel, Plouffe, Christopher R., Vieira, Valter Afonso
Format: Article
Language:English
Subjects:
Compensation plan
Goals
Quotas
Sales management
Sales opportunities
Sales performance
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