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Rebalancing fixed and variable pay in a sales organization: a business cycle perspective
- Source :
- Compensation and Benefits Review. May-June, 2010, Vol. 42 Issue 3, p179, 11 p.
- Publication Year :
- 2010
-
Abstract
- The article presents a newly developed framework that can be adopted for the designing of an appropriate pay structure of a sales o rganization with a balance between the fixed and the variable pay. The impact of the different stages of the business cycle on this structure is also analyzed.
Details
- Language :
- English
- ISSN :
- 08863687
- Volume :
- 42
- Issue :
- 3
- Database :
- Gale General OneFile
- Journal :
- Compensation and Benefits Review
- Publication Type :
- Periodical
- Accession number :
- edsgcl.238133415