| 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 | 否 |
| 國別 | IND |
| 公開徵稿 | |
| 出版型式 | ,紙本 |
| 相關連結 |
機構典藏連結 ( http://tkuir.lib.tku.edu.tw:8080/dspace/handle/987654321/19718 ) |
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