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基于代理理论的销售人员薪酬机制研究作者：朱振涛学位授予单位：东南大学参考文献(64条)1.乔治·T1米尔科维奇.杰里·M纽曼.董克用薪酬管理20022.RobertBertz.JrGeorgeMilkovich.WalterReadTheCurrentStateofPerformanceAppraisalResearchandPractice:Concerns,Directions,andImplications1992(02)3.PierceJL.RubenfeldSA.MorganSEmployeeOwnership:AConceptualModelofProcessandEffects1991(01)4.FordN.WalkerO.ChurchillGDifferenceintheAttractivenessofAlternativeRewardsamongIndustrialSalespeople:AdditionalEvidence1985(02)5.向秋华论现代企业中激励机制的设计[期刊论文]-经济师2001(1)6.MyersonRGameTheory:AnalysisofConflict19917.张维迎博弈论与信息经济学19968.SpenceM.ZechhauserRInsurance,InformationandIndividualAction19719.MirrleesJTheTheoryofMoralHazardandUnobservableBehavior:PartI199910.FarleyJAnoptimalplanforsalesmen'scompensation1964(01)11.骆品亮销售人员的薪酬机制设计研究综述[期刊论文]-管理工程学报2001(1)12.BasuA.LalR.SrinivasanVSalesforcecompensationplans:anagencytheoreticperspective1985(04)13.BasuA.KalyanaramGOntherelativeperformanceoflinearversusnonlinearcompensationplans1990(02)14.LalRajiv.SrinivasanVCompensationPlansforSingleandMulti-productSalesForces1993(07)15.SrinivasanVAnInvestigationoftheEqualCommissionRatePolicyforaMultiproductSalesforce1981(07)16.AndersonETheSalespersonasOutsideAgentorEmployee:ATransactionCostAnalysis1985(04)17.DeardenJA.LihenGLOnOptimalSalesforceCompensationinthePresenceofProductionLearningEffects1990(07)18.SridharN.Ramauwam.SrinivasanInformationAsymmetryrbetweenSalespersonandSupervisor:PostulatesfromAgencyandSocialExchangeTheories1997(03)19.TyagiPradeepKInequitiesinOrganizations,SalespersonMotivationandJobSatisfaction1990(07)20.RaoRamCompensatingHeterogeneousSalesforces:SomeExplicit[Solutions1990(04)21.GonikJacobTieSalesmen'sBonusestoTheirForecasts1978(03)22.MantralaMK.RamanKAnalysisofaSalesForceIncentivePlanforAccurateSalesForecastingandPerformance1990(02)23.ChowdhuryJTheMotivationalImpactofsalesQuotasonEffort1993(04)24.DarmonReneYSettingSalesQuotaswithConjointAnalysis1979(02)25.Wotruba.ThomasR.MichaelLSalesforceParticipationinQuotasettingandsalesForecasting197626.MantralaKM.PrabhakantSinha.ZoltnersAStructuringaMultiproductSalesQuota-bonusPlanforaHeterogeneousSalesForce:APracticalModel-basedApproach1994(02)27.CoughlanAT.SenSKSalesforceCompensation:TheoryandImplications1989(08)28.WeinbergCBJointlyoptimalcommissionsfornonincomemaximizingsalesforces1978(12)29.FarleyJU.WeinbergCharlesBInferentialOptimization:AnAlgorithmforDeterminingOptimalSalesCommissionsinMultiproductSalesForces1975(02)30.WeinbergCBAnOptimalCommissionPlanforSalesmen'sControlOverPrice1975(08)31.SrinivasanVAnInvestigationoftheEqualCommissionRatePolicyforaMultiproductSalesForce1981(07)32.BergerPDOnSettingOptimalSalesCommission197233.BergerPD.JaffeLJTheImpactofRiskAttitudeontheOptimalCompensationPlaninaMulti-productSituation1991(04)34.ZhangChangning.VijayMahajanDevelopmentofOptimalSalesforceCompensationPlansforIndependent,ComplementaryandSubstitutableProducts1995(12)35.DarmonReneYSettingcommissionratesforthecontrolofthesalesperson'sclient-prospecteffortallocation1990(02)36.DarmonReneYQUOPLAN:ASystemforOptimizingSalesQuota-BonusPlans1987(12)37.PeckCACompensationFieldSalesRepresentatives198638.WilsonD.BennettPDMotivatingtheFieldSalesforceThroughtheCompensationPlan198639.ChurichllGilbertASalesForceManagement199740.CravensDavidW.ThomasNBehavior-BasedandOutcome-BasedSalesforceControlsystem199341.OliverR.AndersonEAnEmpiricalTestoftheConsiquenceofBehaviorandOutcomeBasedSalesControlSystem199442.SteinbrinkJohnRHowtopayyourSalesforce197843.OuchI.WillliamGAConceptualFrameworkfortheDesignofOrganizationalControlMechanism1979(09)44.CoughlanNarasimhanCAnEmpiricalAnalysisofSalesforceCompensationPlans1992(01)45.JohnG.WeitzBAExplainingVariationsinSalesCompensationPlans:EmpiricalEvidencefortheBasuetalModel198846.OliverRichardL.WeitzBATheEffectsofRiskPreference,PerceivedUncertaintyandIncentiveCompensation198947.刘国良.鞠强新产品、新市场和新销售人员薪酬设计[期刊论文]-企业管理2004(1)48.包琳瑗销售人员薪酬设计方案2002(11)49.居茜长城电脑公司销售人员激励性薪酬方案设计分析[期刊论文]-中国劳动2004(9)50.王伟琴中小企业销售人员薪酬设计[期刊论文]-中国人力资源开发2004(5)51.刘胜小企业的销售人员薪酬细分2002(08)52.胡慧平新进销售人员的薪酬设计200353.田效勋薪酬模式设计[期刊论文]-企业管理2003(10)54.让—雅克·拉丰.大卫·马赫蒂摩.陈志俊激励理论--委托代理模型200255.LalRajiv.StaelinRSalesForceCompensationPlansinEnvironmentswithAsymmetricInformation1986(05)56.RaoRC.TurnerREOrganizationandEffectivenessoftheMultipleProductSalesforce1984(01)57.HarrisM.TownsendRResourceAllocationUnderAsymmetricInformation1981(01)58.BarnesLesleyFindingtheBestCompensationPlan1986(08)59.HauserJR.DuncanIS.WemerfeltBInternalCustomersandInternalSuppliers1996(03)60.FudenbergD.HolmstromB.MilgromPShort-termcontractsandlong-termagencyrelationship1990(01)61.ArrowKJTheEconomicImplicationsofLearningbyDoing1962(06)62.李容华关于贝叶斯推断中的计算问题1995(02)63.陈立文.肖艳颖.孙静正态分布在投资决策中的应用[期刊论文]-河北工业大学学报1999(3)64.GrossmanS.KihlstromRE.MirmanLJABayesianApproachtotheProductionofInformationandLearningbyDoing1977相似文献(10条)1.学位论文沈丽丽盐城HW公司薪酬管理研究2006本文采用理论与实践相结合的方法进行了盐城HW公司薪酬管理研究。薪酬管理是企业管理的重要内容，它对于保障员工的物质利益，激发员工的工作热情，促进企业发展和经营效益的提高，都具有十分重要的意义。本文将薪酬管理的基本理论和盐城HW公司薪酬管理的现状相结合，分析了HW公司在薪酬管理方面存在的主要问题，并就此提出解决问题的对策。第一部分是绪论，包括本文的选题背景、论文研究的主要内容及论文章节安排。第二部分为论文研