The effects of risk preference, uncertainty, and incentive compensation on salesperson motivation
By: Richard L. Oliver, Barton A. Weitz
Contributors: Weitz, Barton A.; Marketing Science Institute
Series: Report (Marketing Science Institute) -- no. 91-104
Publisher: Marketing Science Institute
Published: 1991
Place of publication: Cambridge, Mass
Language: eng
Number of pages: 23
Subjects: Incentives in industry; Gain sharing; Employee motivation; Sales personnel; Salaries
Notes: "Working paper."

"February, 1991."

Includes bibliographical references (p. 20-21).