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Fusion for ProfitHow Marketing and Finance Can Work Together to Create Value$
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Sharan Jagpal and Shireen Jagpal

Print publication date: 2008

Print ISBN-13: 9780195371055

Published to Oxford Scholarship Online: September 2008

DOI: 10.1093/acprof:oso/9780195371055.001.0001

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PRINTED FROM OXFORD SCHOLARSHIP ONLINE (www.oxfordscholarship.com). (c) Copyright Oxford University Press, 2019. All Rights Reserved. An individual user may print out a PDF of a single chapter of a monograph in OSO for personal use. date: 15 October 2019

Model Extensions: How Should the Multiagent/Multiproduct Firm Reward and Measure Sales Force Performance?

Model Extensions: How Should the Multiagent/Multiproduct Firm Reward and Measure Sales Force Performance?

Chapter:
(p.356) 17 Model Extensions: How Should the Multiagent/Multiproduct Firm Reward and Measure Sales Force Performance?
Source:
Fusion for Profit
Author(s):

Sharan Jagpal (Contributor Webpage)

Publisher:
Oxford University Press
DOI:10.1093/acprof:oso/9780195371055.003.0017

This chapter shows how the multiproduct/multiagent firm should design compensation plans for its sales force. It distinguishes between the differential effects of experience (productivity), heterogeneous risk attitudes among salespersons, and the firm's market segmentation policies. In addition, it shows how marketing-finance fusion allows multiproduct and multiagent firms to measure changes in sales force productivity using an objective metric (not sales revenue).

Keywords:   differential productivities, market segmentation, menu of contracts, metrics, multiproduct compensation plans, productivity, relationship segment, reservation income, transaction segment

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