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Book Titles No access
Getting a Cut
A Contextual Understanding of Commission Systems
Authors:
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Publisher:
2010
Summary
The perspective of those who receive commissions has been largely ignored, and much of the literature on commissions and bonuses focuses on the concerns of management without regard for the employees or much recognition that understanding the employee perspective contributes significantly to fostering a more productive work environment. Getting a Cut is based on semi-structured interviews with over 450 people between the two volumes. The diverse respondents from across the U.S. provide a people-first perspective on work within commission structures. Understanding what people think about their compensation and how they experience their work provides an understanding of management that has never been addressed. The book provides empirically-based, practical information for anyone interested in effective, professional management. The experiences of those who work for commissions teach us that commission structures interact with the dynamics of the work force and the skill of management to elicit specific behaviors from sales staff. Employers may use employee perspectives to gauge the work environment and determine how to structure of the commission system may yield the greatest gains in performance.
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Bibliographic data
Copyright year
2010
ISBN-Print
978-0-7391-4439-8
ISBN-Online
978-0-7391-4441-1
Publisher
Lexington, Lanham
Language
English
Pages
142
Product type
Book Titles
Table of contents
ChapterPages
Contents No access
Preface No access
Introduction No access
Chapter 01. Travel No access Pages 1 - 4
Chapter 02. Financial Services No access Pages 5 - 30
Chapter 03. Realty No access Pages 31 - 46
Chapter 04. Agents No access Pages 47 - 56
Chapter 05. Direct Marketing No access Pages 57 - 68
Chapter 06. Clothes, Jewelry, and Cosmetics No access Pages 69 - 82
Chapter 07. Electronics No access Pages 83 - 94
Chapter 08. Auto Parts, Sales, and Service No access Pages 95 - 102
Chapter 09. Miscellaneous No access Pages 103 - 128
