The Effect of Product Sales Quotas on Sales Force Productivity
Journal of Marketing ResearchPublished 1 May 1973
Leon Winer
Citations43
SJR quartileQ1
SJR score6.96
SNIP2.42
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Abstract
This article describes an actual controlled experiment to test the validity of the Davis-Farley sales compensation model. Results indicate that the implicit assumption of the model that salesmen seek to maximize income needs additional study.
Keywords
Business, Management and Accounting
Management ScienceAllocating Sales Force Effort with Commissions and Quotas
57 Citations1971Otto A. Davis, John U. Farley
Journal of Marketing ResearchAn Optimal Plan for Salesmen's Compensation
39 Citations1964John U. Farley