Search Results - "Lo, Fu H"

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    The Incentive and Selection Roles of Sales Force Compensation Contracts by LO, DESMOND (HO-FU), GHOSH, MRINAL, LAFONTAINE, FRANCINE

    Published in Journal of marketing research (01-08-2011)
    “…Designing compensation plans with an appropriate level of incentives is a key decision faced by managers of direct sales forces. The authors use data on…”
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    Journal Article