Salesforce Compensation Plans: An Agency Theoretic Perspective
A theory of salesforce compensation plans is presented where the sales of a product depend not only on the salesperson's effort but also on the uncertainty in the selling enviro...
Publications
2 shownA Dynamic Process Model of Service Quality: From Expectations to Behavioral Intentions
Relying on a Bayesian-like framework, the authors develop a behavioral process model of perceived service quality. Perceptions of the dimensions of service quality are viewed to...
Frequent Co-Authors
Researcher Info
- h-index
- 2
- Publications
- 2
- Citations
- 3,989
- Institution
- Duke University
External Links
Identifiers
- ORCID
- 0000-0002-0627-5094
Impact Metrics
h-index
2
h-index: Number of publications with at least h citations each.