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標題:The decision of designing an effective bonus scheme for the monopolist and his heterogeneous sales forces
學年84
學期1
出版(發表)日期1995/09/01
作品名稱The decision of designing an effective bonus scheme for the monopolist and his heterogeneous sales forces
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
著者Chen, Miao-sheng; Pai, Ti-ching
單位淡江大學經營決策學系
出版者New Delhi: Taru Publications
著錄名稱、卷期、頁數Journal of information & optimization sciences 16(3), pp.501-515
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.
關鍵字
語言英文
ISSN0252-2667;2169-0103
期刊性質國外
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產學合作
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國別印度
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