{"id":"https://openalex.org/W2011132925","doi":"https://doi.org/10.1016/0167-8116(95)00011-5","title":"Development of optimal salesforce compensation plans for independent, complementary and substitutable products","display_name":"Development of optimal salesforce compensation plans for independent, complementary and substitutable products","publication_year":1995,"publication_date":"1995-11-01","ids":{"openalex":"https://openalex.org/W2011132925","doi":"https://doi.org/10.1016/0167-8116(95)00011-5","mag":"2011132925"},"language":"en","primary_location":{"id":"doi:10.1016/0167-8116(95)00011-5","doi":"https://doi.org/10.1016/0167-8116(95)00011-5","is_oa":false,"landing_page_url":"https://doi.org/10.1016/0167-8116(95)00011-5","pdf_url":null,"source":{"id":"https://openalex.org/S11810700","display_name":"International Journal of Research in Marketing","issn_l":"0167-8116","issn":["0167-8116","1873-8001"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1","jufo-3","norway-2","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"International Journal of Research in Marketing","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":null,"display_name":"Changning Zhang","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I86519309","display_name":"The University of Texas at Austin","ror":"https://ror.org/00hj54h04","country_code":"US","type":"education","lineage":["https://openalex.org/I86519309"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Changning Zhang","raw_affiliation_strings":["College of Business Administration, The University of Texas at Austin, Austin, TX 78712, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"College of Business Administration, The University of Texas at Austin, Austin, TX 78712, USA","institution_ids":["https://openalex.org/I86519309"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5111688217","display_name":"Vijay Mahajan","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I86519309","display_name":"The University of Texas at Austin","ror":"https://ror.org/00hj54h04","country_code":"US","type":"education","lineage":["https://openalex.org/I86519309"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Vijay Mahajan","raw_affiliation_strings":["College of Business Administration, The University of Texas at Austin, Austin, TX 78712, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"College of Business Administration, The University of Texas at Austin, Austin, TX 78712, USA","institution_ids":["https://openalex.org/I86519309"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5111688217"],"corresponding_institution_ids":["https://openalex.org/I86519309"],"apc_list":{"value":4000,"currency":"USD","value_usd":4000},"apc_paid":null,"fwci":0.8817,"has_fulltext":false,"cited_by_count":17,"citation_normalized_percentile":{"value":0.77261157,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":97},"biblio":{"volume":"12","issue":"4","first_page":"355","last_page":"362"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.9682999849319458,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.9682999849319458,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.010900000110268593,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10797","display_name":"Accounting and Organizational Management","score":0.006599999964237213,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/sales-compensation","display_name":"sales compensation","score":0.9869999885559082},{"id":"https://openalex.org/keywords/salesperson-incentives","display_name":"salesperson incentives","score":0.42100000381469727},{"id":"https://openalex.org/keywords/complementary-goods","display_name":"complementary products","score":0.734000027179718},{"id":"https://openalex.org/keywords/substitute-goods","display_name":"substitutes","score":0.9919999837875366},{"id":"https://openalex.org/keywords/agency-theory","display_name":"agency theory","score":0.746999979019165},{"id":"https://openalex.org/keywords/commission-rates","display_name":"commission rates","score":0.7149999737739563},{"id":"https://openalex.org/keywords/base-salary","display_name":"base salary","score":0.859000027179718},{"id":"https://openalex.org/keywords/incentive-mechanism-design","display_name":"incentive design","score":0.3179999887943268}],"concepts":[{"id":"https://openalex.org/C2780023022","wikidata":"https://www.wikidata.org/wiki/Q1338171","display_name":"Compensation (psychology)","level":2,"score":0.7611342072486877},{"id":"https://openalex.org/C2776034101","wikidata":"https://www.wikidata.org/wiki/Q1509347","display_name":"Commission","level":2,"score":0.7358984351158142},{"id":"https://openalex.org/C2780090960","wikidata":"https://www.wikidata.org/wiki/Q194489","display_name":"Salary","level":2,"score":0.7203654050827026},{"id":"https://openalex.org/C2776505523","wikidata":"https://www.wikidata.org/wiki/Q4785468","display_name":"Plan (archaeology)","level":2,"score":0.6920252442359924},{"id":"https://openalex.org/C90673727","wikidata":"https://www.wikidata.org/wiki/Q901718","display_name":"Product (mathematics)","level":2,"score":0.6724518537521362},{"id":"https://openalex.org/C108170787","wikidata":"https://www.wikidata.org/wiki/Q3951828","display_name":"Agency (philosophy)","level":2,"score":0.558621883392334},{"id":"https://openalex.org/C42058472","wikidata":"https://www.wikidata.org/wiki/Q810214","display_name":"Base (topology)","level":2,"score":0.5278282761573792},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5149794220924377},{"id":"https://openalex.org/C200707436","wikidata":"https://www.wikidata.org/wiki/Q1053211","display_name":"Principal\u2013agent problem","level":3,"score":0.4481484293937683},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.42065584659576416},{"id":"https://openalex.org/C110121322","wikidata":"https://www.wikidata.org/wiki/Q865811","display_name":"Distribution (mathematics)","level":2,"score":0.4161377549171448},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.17250198125839233},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.17022868990898132},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.06118258833885193},{"id":"https://openalex.org/C2524010","wikidata":"https://www.wikidata.org/wiki/Q8087","display_name":"Geometry","level":1,"score":0.0},{"id":"https://openalex.org/C34447519","wikidata":"https://www.wikidata.org/wiki/Q179522","display_name":"Market economy","level":1,"score":0.0},{"id":"https://openalex.org/C39389867","wikidata":"https://www.wikidata.org/wiki/Q380767","display_name":"Corporate governance","level":2,"score":0.0},{"id":"https://openalex.org/C134306372","wikidata":"https://www.wikidata.org/wiki/Q7754","display_name":"Mathematical analysis","level":1,"score":0.0},{"id":"https://openalex.org/C11171543","wikidata":"https://www.wikidata.org/wiki/Q41630","display_name":"Psychoanalysis","level":1,"score":0.0},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.0},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.0},{"id":"https://openalex.org/C166957645","wikidata":"https://www.wikidata.org/wiki/Q23498","display_name":"Archaeology","level":1,"score":0.0},{"id":"https://openalex.org/C95457728","wikidata":"https://www.wikidata.org/wiki/Q309","display_name":"History","level":0,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1016/0167-8116(95)00011-5","doi":"https://doi.org/10.1016/0167-8116(95)00011-5","is_oa":false,"landing_page_url":"https://doi.org/10.1016/0167-8116(95)00011-5","pdf_url":null,"source":{"id":"https://openalex.org/S11810700","display_name":"International Journal of Research in Marketing","issn_l":"0167-8116","issn":["0167-8116","1873-8001"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1","jufo-3","norway-2","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"International Journal of Research in Marketing","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":15,"referenced_works":["https://openalex.org/W1485535210","https://openalex.org/W1527412032","https://openalex.org/W1974548775","https://openalex.org/W1982690215","https://openalex.org/W1999429780","https://openalex.org/W2012525563","https://openalex.org/W2041317668","https://openalex.org/W2070703293","https://openalex.org/W2091006081","https://openalex.org/W2091092677","https://openalex.org/W2114815382","https://openalex.org/W2145661391","https://openalex.org/W2325507638","https://openalex.org/W3123569544","https://openalex.org/W4230439747"],"related_works":["https://openalex.org/W1999429780","https://openalex.org/W2367973250","https://openalex.org/W2363295137","https://openalex.org/W2071386438","https://openalex.org/W2012525563","https://openalex.org/W7137590819","https://openalex.org/W2063956818","https://openalex.org/W7137737358","https://openalex.org/W2103851338","https://openalex.org/W7137425336"],"abstract_inverted_index":null,"counts_by_year":[{"year":2025,"cited_by_count":1},{"year":2023,"cited_by_count":1},{"year":2017,"cited_by_count":3},{"year":2016,"cited_by_count":1},{"year":2013,"cited_by_count":1},{"year":2012,"cited_by_count":1}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2016-06-24T00:00:00"}