Coughlan A T. Salesforce compensation: a review of MS/OR advances[M]// Eliashberg J,Lilien G L.Handbook in operations research and management science, Amsterdam: North-Holland, 1993.
[2]
Albers S. Salesforce management - compensation, motivation, selection and training[M]//Weitz B A,Wensley R.Handbook of marketing. London: Sage Publications, 2002.
[3]
Mantrala M K, Albers S, Caldieraro F, et al.Sales force modeling: state of the field and research agenda[J]. Marketing Letters, 2010, 21(3): 255-272.
Lal R, Srinivasan V. Compensation plans for single- and multi-product salesforces: an application of the Holmstrom-Milgrom model[J]. Management Science, 1993, 39: 777-793.
[8]
Zhang Changning, Mahajan V. Development of optimal salesforce compensation plans for independent, complementary and substitutable products[J]. International Journal of Research in Marketing, 1995, 12: 355-362.
[9]
Caldieraro F, Coughlan A T. Spiffed-up channels: the role of spiffs in hierarchical selling organizations[J]. Marketing Science, 2007, 26(1): 31-51.
[10]
Caldieraro F, Coughlan A T. Optimal sales force diversification and group incentive payments[J]. Marketing Science, 2009, 28(6): 1009-1026.
Tapiero C S, Farley J U. Optimal control of salesforce effort in time[J]. Management Science, 1975, 21: 976-985.
[14]
Chen Fangruo. Sales-force incentives and inventory management[J]. Manufacturing & Service Operations Management, 2000, 2(2): 186-202.
[15]
Cachon G. Supply chain coordination with contracts[J]. Handbooks in Operations Research and Management Science, 2003, 11:227-339.
[16]
Xu Hongyan, Huang He, Chen Jian. Dynamic pricing and compensation on heterogeneous sales forces[J]. Journal of Systems Science and Systems Engineering, 2012, forthcorning.
[17]
Bolton P, Dewatripont M. Contract theory[M]. Cambridge: The MIT Press, 2005.
[18]
Hart O, Tirole J. Contract renegotiation and coasian dynamics[J]. Review of Economics Studies, 1988, 55: 509-540.
[19]
Holmstrom B, Milgrom P. Multitask principle-agent analyses: Incentive contracts, asset ownership, and job design[J]. Journal of Law, Economics and Organization, 1991, 7: 24-52.
[20]
Laffont J J, Tirole J. A theory of incentives in procurement and regulation[M]. Cambridge: MIT Press, 1993.
[21]
Basu A, Lal R, Srinivasan V, Staelin R. Salesforce-compensation plans: an agency theoretic perspective[J]. Marketing Science, 1985, 4(4): 267-291.
[22]
Lal R, Staelin R. Salesforce compensation plans in environments with asymmetric information[J]. Marketing Science, 1986, 5: 179-198.
[23]
Rao R C. Compensating heterogeneous salesforces: some explicit solutions[J]. Marketing Science, 1990, 10: 319-341.
[24]
Sanjog M, Coughlan A T, Narasimhan C. Salesforce compensation: an analytical and empirical examination of the agency theoretic approach[J]. Quantitative Marketing and Economics, 2005, 3: 5-39.
