{"id":"https://openalex.org/W4253842213","doi":"https://doi.org/10.1177/002224376400100206","title":"An Optimal Plan for Salesmen's Compensation","display_name":"An Optimal Plan for Salesmen's Compensation","publication_year":1964,"publication_date":"1964-05-01","ids":{"openalex":"https://openalex.org/W4253842213","doi":"https://doi.org/10.1177/002224376400100206"},"language":"en","primary_location":{"id":"doi:10.1177/002224376400100206","doi":"https://doi.org/10.1177/002224376400100206","is_oa":false,"landing_page_url":"https://doi.org/10.1177/002224376400100206","pdf_url":null,"source":{"id":"https://openalex.org/S119950638","display_name":"Journal of Marketing Research","issn_l":"0022-2437","issn":["0022-2437","1547-7193"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Research","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":"https://openalex.org/A5111365295","display_name":"John U. Farley","orcid":null,"observed_orcids":[]},"institutions":[],"countries":[],"is_corresponding":true,"raw_author_name":"John U. Farley","raw_affiliation_strings":["Graduate School of Industrial Administration, Carnegie Institute of Technology"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Graduate School of Industrial Administration, Carnegie Institute of Technology","institution_ids":[]}]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":["https://openalex.org/A5111365295"],"corresponding_institution_ids":[],"apc_list":{"value":5400,"currency":"USD","value_usd":5400},"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":38,"citation_normalized_percentile":{"value":0.56117021,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":97},"biblio":{"volume":"1","issue":"2","first_page":"39","last_page":"43"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.7759000062942505,"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":0.7759000062942505,"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/T10797","display_name":"Accounting and Organizational Management","score":0.08969999849796295,"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/T11543","display_name":"Employee Performance and Motivation","score":0.047200001776218414,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"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":0.7450000047683716},{"id":"https://openalex.org/keywords/gross-margin","display_name":"gross margin","score":0.7120000123977661},{"id":"https://openalex.org/keywords/optimal-compensation","display_name":"optimal compensation","score":0.36500000953674316},{"id":"https://openalex.org/keywords/profit-maximization","display_name":"profit maximization","score":0.6100000143051147},{"id":"https://openalex.org/keywords/capacity-constraints","display_name":"capacity constraints","score":0.9480000138282776},{"id":"https://openalex.org/keywords/sales-quotas","display_name":"sales quotas","score":0.7329999804496765}],"concepts":[{"id":"https://openalex.org/C2776505523","wikidata":"https://www.wikidata.org/wiki/Q4785468","display_name":"Plan (archaeology)","level":2,"score":0.805847704410553},{"id":"https://openalex.org/C2780023022","wikidata":"https://www.wikidata.org/wiki/Q1338171","display_name":"Compensation (psychology)","level":2,"score":0.7507176399230957},{"id":"https://openalex.org/C2776034101","wikidata":"https://www.wikidata.org/wiki/Q1509347","display_name":"Commission","level":2,"score":0.6687964200973511},{"id":"https://openalex.org/C2775924081","wikidata":"https://www.wikidata.org/wiki/Q55608371","display_name":"Control (management)","level":2,"score":0.5646539330482483},{"id":"https://openalex.org/C42475967","wikidata":"https://www.wikidata.org/wiki/Q194292","display_name":"Operations research","level":1,"score":0.5026493072509766},{"id":"https://openalex.org/C175859090","wikidata":"https://www.wikidata.org/wiki/Q322212","display_name":"Travelling salesman problem","level":2,"score":0.4970395863056183},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.46512553095817566},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.4229540228843689},{"id":"https://openalex.org/C21547014","wikidata":"https://www.wikidata.org/wiki/Q1423657","display_name":"Operations management","level":1,"score":0.374815970659256},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.266085684299469},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.2011926770210266},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.09990090131759644},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.060401469469070435},{"id":"https://openalex.org/C11413529","wikidata":"https://www.wikidata.org/wiki/Q8366","display_name":"Algorithm","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/C95457728","wikidata":"https://www.wikidata.org/wiki/Q309","display_name":"History","level":0,"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}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1177/002224376400100206","doi":"https://doi.org/10.1177/002224376400100206","is_oa":false,"landing_page_url":"https://doi.org/10.1177/002224376400100206","pdf_url":null,"source":{"id":"https://openalex.org/S119950638","display_name":"Journal of Marketing Research","issn_l":"0022-2437","issn":["0022-2437","1547-7193"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Research","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":8,"referenced_works":["https://openalex.org/W2014114421","https://openalex.org/W2038721572","https://openalex.org/W2039051854","https://openalex.org/W2332065118","https://openalex.org/W2333709546","https://openalex.org/W2797445809","https://openalex.org/W3149412023","https://openalex.org/W4232220579"],"related_works":["https://openalex.org/W2078354114","https://openalex.org/W1969176017","https://openalex.org/W250319094","https://openalex.org/W2073340340","https://openalex.org/W1998517077","https://openalex.org/W2063956818","https://openalex.org/W1978384483","https://openalex.org/W2145661391","https://openalex.org/W2011132925","https://openalex.org/W2057455004"],"abstract_inverted_index":{"A":[0],"sales":[1],"compensation":[2,75],"plan":[3,27,43,59],"paying":[4],"equal":[5],"commission":[6],"rates":[7],"on":[8],"the":[9,13],"gross":[10],"margins":[11],"of":[12],"products":[14],"in":[15],"a":[16,26,28],"salesman's":[17],"line":[18],"is":[19],"shown":[20],"to":[21,31,39],"be":[22],"optimal.":[23],"Under":[24],"such":[25,48],"salesman":[29],"trying":[30],"maximize":[32],"his":[33,37],"commissions":[34],"simultaneously":[35],"maximizes":[36],"contribution":[38],"company":[40],"profits.":[41],"The":[42,58],"can":[44],"also":[45],"handle":[46],"problems":[47],"as":[49],"loss":[50],"leaders":[51],"and":[52,62,68],"capacity":[53],"constraints":[54],"with":[55],"minor":[56],"modifications.":[57],"appears":[60],"operational":[61],"may":[63],"help":[64],"simplify":[65],"formal":[66],"quota":[67],"control":[69],"systems":[70],"now":[71],"needed":[72],"under":[73],"other":[74],"programs.":[76]},"counts_by_year":[{"year":2025,"cited_by_count":2},{"year":2023,"cited_by_count":2},{"year":2022,"cited_by_count":1},{"year":2020,"cited_by_count":3},{"year":2019,"cited_by_count":3},{"year":2017,"cited_by_count":1},{"year":2014,"cited_by_count":2},{"year":2013,"cited_by_count":1},{"year":2012,"cited_by_count":1}],"updated_date":"2026-10-12T09:40:04.860316","created_date":"2022-05-12T00:00:00"}
