Artikel
Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industry
Compensation plans that incorporate incentive schemes act as a sales force motivator. This study deals with sales force compensation plans from a management perspective, in the South African pharmaceutical industry. A literature review of incentive schemes is provided. Results are reported about the compensation plans and incentive schemes of 38 organisations. The design, implementation, and evaluation of sales force compensation and incentive schemes are discussed. Guidelines for the development of sales force incentive schemes are provided.
- Sprache
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Englisch
- Erschienen in
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Journal: South African Journal of Business Management ; ISSN: 2078-5976 ; Volume: 30 ; Year: 1999 ; Issue: 3 ; Pages: 65-71 ; Cape Town: African Online Scientific Information Systems (AOSIS)
- Klassifikation
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Management
- Ereignis
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Geistige Schöpfung
- (wer)
-
Abratt, Russell
Klein, Manfred
- Ereignis
-
Veröffentlichung
- (wer)
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African Online Scientific Information Systems (AOSIS)
- (wo)
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Cape Town
- (wann)
-
1999
- DOI
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doi:10.4102/sajbm.v30i3.756
- Handle
- Letzte Aktualisierung
-
10.03.2025, 11:41 MEZ
Datenpartner
Dieses Objekt wird bereitgestellt von:
ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften - Leibniz-Informationszentrum Wirtschaft. Bei Fragen zum Objekt wenden Sie sich bitte an den Datenpartner.
ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften - Leibniz-Informationszentrum Wirtschaft. Bei Fragen zum Objekt wenden Sie sich bitte an den Datenpartner.
Objekttyp
- Artikel
Beteiligte
- Abratt, Russell
- Klein, Manfred
- African Online Scientific Information Systems (AOSIS)
Entstanden
- 1999
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