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How Should the Firm Compensate Its Sales Force? The Basic Model

Sharan Jagpal

in Fusion for Profit: How Marketing and Finance Can Work Together to Create Value

Published in print:
2008
Published Online:
September 2008
ISBN:
9780195371055
eISBN:
9780199870745
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780195371055.003.0016
Subject:
Business and Management, Marketing

This chapter shows how the firm should design sales force compensation plans to maximize its performance. It distinguishes whether or not the firm can observe the salesperson's effort. It shows how ... More


Differentiating consumers in professional services: information empowerment and the emergence of the fragmented consumer1

Angus Laing, Gill Hogg, Terry Newholm, and Debbie Keeling

in The consumer in public services: Choice, values and difference

Published in print:
2009
Published Online:
March 2012
ISBN:
9781847421814
eISBN:
9781447303725
Item type:
chapter
Publisher:
Policy Press
DOI:
10.1332/policypress/9781847421814.003.0005
Subject:
Sociology, Politics, Social Movements and Social Change

This chapter suggests evidence that there is logic to the idea of the fragmentation of healthcare consumers. There is an evident move from a position in which consumers were characterised as passive ... More


The American Automobile Frenzy of the 1950s

Avner Offer

in The Challenge of Affluence

Published in print:
2007
Published Online:
October 2011
ISBN:
9780199216628
eISBN:
9780191696015
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199216628.003.0009
Subject:
History, Economic History

This chapter looks into the American automobile frenzy in the 1950s. Even more so than household appliances, motor cars are shiny, expensive, long-lasting durables. Yet in the marketing of motor cars ... More


Stylized facts

Massimo Florio

in Network Industries and Social Welfare: The Experiment that Reshuffled European Utilities

Published in print:
2013
Published Online:
September 2013
ISBN:
9780199674855
eISBN:
9780191758874
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199674855.003.0002
Subject:
Economics and Finance, Public and Welfare

Chapter 2 presents some stylized facts on the reform trends of network industries in the EU-15. To track actual policy changes in a testable way, some comparable summary indicators are needed. The ... More


Challenges to Bringing Housing to Scale

Carol L. M. Caton

in The Open Door: Homelessness and Severe Mental Illness in the Era of Community Treatment

Published in print:
2017
Published Online:
April 2017
ISBN:
9780190463380
eISBN:
9780190463410
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780190463380.003.0007
Subject:
Social Work, Communities and Organizations, Health and Mental Health

Permanent supportive housing is subsidized housing with treatment and support services. There is no agreed-upon standard model for housing homeless people with severe mental illness to guide both ... More


From Shopping to Schopenhauer: Huysmans, A vau-l'eau

in Consumer Chronicles: Cultures of Consumption in Modern French Literature

Published in print:
2011
Published Online:
June 2013
ISBN:
9781846314872
eISBN:
9781846317156
Item type:
chapter
Publisher:
Liverpool University Press
DOI:
10.5949/UPO9781846317156.004
Subject:
Literature, European Literature

Joris-Karl Huysmans's 1882 novella, A vau-l'eau, tells the story of an old man named M. Folantin who witnesses the demolitions and new constructions in his neighbourhood, only to be replaced by ... More


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