| 標題：The decision of designing an effective bonus scheme for the monopolist and his heterogeneous sales forces |
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| 學年 | 84 |
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| 學期 | 1 |
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| 出版（發表）日期 | 1995/09/01 |
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| 作品名稱 | The decision of designing an effective bonus scheme for the monopolist and his heterogeneous sales forces |
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| 作品名稱（其他語言） | 獨占廠商及其銷售小組的有效紅利報酬制度之決策 |
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| 著者 | Chen, Miao-sheng; Pai, Ti-ching |
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| 單位 | 淡江大學經營決策學系 |
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| 出版者 | New Delhi: Taru Publications |
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| 著錄名稱、卷期、頁數 | Journal of information & optimization sciences 16(3), pp.501-515 |
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| 摘要 | This paper presents two dynamic models, from the views of the company and its heterogeneous sales forces respectively, to find the principles of designing an effective bonus scheme for a monopolist. We obtain: (i) the increases of the sales potential elasticity may cause the decreases of the terminal sales volumes and the bonus scheme’s change rate; (ii) the relationship between the sales forces’ unit cost of product and the sales potential elasticity for the starting point of bonus scheme; (iii) the influences of the sales forces’ and the company’s markup limits on the terminal sales volumes and the change rate of bonus scheme; (iv) the management can shorten the time horizon for a higher discount rate or a lower change rate of bonus scheme. |
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| 關鍵字 | |
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| 語言 | 英文 |
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| ISSN | 0252-2667;2169-0103 |
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| 期刊性質 | 國外 |
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| 收錄於 | |
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| 產學合作 | |
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| 通訊作者 | |
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| 審稿制度 | 否 |
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| 國別 | 印度 |
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| 公開徵稿 | |
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| 出版型式 | ,紙本 |
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| 相關連結 | |
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