Setting Sales Quotas with Conjoint Analysis
Open Access
- 1 February 1979
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing Research
- Vol. 16 (1) , 133-140
- https://doi.org/10.1177/002224377901600118
Abstract
On the basis of a theoretical model of salesperson behavior, the author proposes an operational procedure in which conjoint analysis is used to determine sales quotas optimal for the company and acceptable to each salesperson.Keywords
This publication has 7 references indexed in Scilit:
- Salesmen's Reactions to a New Compensation SchemePersonnel Review, 1976
- Inferential Optimization: An Algorithm for Determining Optimal Sales Commissions in Multiproduct Sales ForcesJournal of the Operational Research Society, 1975
- Salesmen's Response to Financial Incentives: An Empirical StudyJournal of Marketing Research, 1974
- On the Design of Choice Experiments Involving Multifactor AlternativesJournal of Consumer Research, 1974
- The Effect of Product Sales Quotas on Sales Force ProductivityJournal of Marketing Research, 1973
- Allocating Sales Force Effort with Commissions and QuotasManagement Science, 1971
- Callplan: An Interactive Salesman's Call Planning SystemManagement Science, 1971