摘要
以委托代理理论为基础,建立了销售人员激励的委托代理模型,通过推导,得出销售人员努力程度可以观测和不可观测下的最优激励合同,分析了销售人员激励程度的影响因素,具体探讨了企业外部环境不确定性、企业的销售管理水平和品牌影响力、销售人员的经验、能力和风险规避程度等因素对销售人员报酬激励机制设计的影响。
Based on entrust agency theory, the article develops an agency model of salesperson incentive, then we induce the best incentive contract when salesperson＇s efforts can and can＇t be observed, analyze the influence factors of the incentive degree, finally discuss how to design compensation system according to the characteristics of environment uncertain of enterprise, the sale mangement level, brand influence, experiences, ability and risk evasion degree of salesperson.
出处
《华东经济管理》
CSSCI
2008年第6期98-101,共4页
East China Economic Management
基金
2004年中国矿业大学科技基金资助项目(G200405)
关键词
委托代理
销售人员
报酬激励机制
entruse agency
salesperson
incentive compensation system
