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 en
ISSN 0252-2667 2169-0103
期刊性質 國外
收錄於
產學合作
通訊作者
審稿制度
國別 IND
公開徵稿
出版型式 ,紙本
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