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Realigning Fixed and Variable Pay in Sales Organizations: An Organizational Life Cycle Approach

https://doi.org/10.1177/0886368710379068
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What this work says

Outgoing claims: the papers this work cites, builds on, or argues with.

inferredcites →https://doi.org/10.1002/hrm.3930220110openalex-snapshot
Strategy and organization planning
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Work performance, affective commitment, and work motivation: the roles of pay administration and pay level
inferredcites →https://doi.org/10.1002/smj.4250080207openalex-snapshot
Toward a contingency theory of compensation strategy
inferredcites →https://doi.org/10.1002/smj.4250131013openalex-snapshot
Suggestions for studying strategy process: A research note
inferredcites →https://doi.org/10.1007/978-1-349-20317-8_25openalex-snapshot
Evolution and Revolution as Organizations Grow
inferredcites →https://doi.org/10.1007/bf00994102openalex-snapshot
Salesforce compensation plans: An individual-level analysis
inferredcites →https://doi.org/10.1007/s11129-005-0164-2openalex-snapshot
Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approach
inferredcites →https://doi.org/10.1007/s11142-006-9012-1openalex-snapshot
Over-investment of free cash flow
inferredcites →https://doi.org/10.1016/0090-2616(79)90001-9openalex-snapshot
Organizational passages—Diagnosing and treating lifecycle problems of organizations
inferredcites →https://doi.org/10.1016/0148-2963(79)90025-0openalex-snapshot
Personal characteristics of salespeople and the attractiveness of alternative rewards
inferredcites →https://doi.org/10.1016/0883-9026(95)00107-7openalex-snapshot
Facilitators of organizational innovation: The role of life-cycle stage
inferredcites →https://doi.org/10.1016/j.mar.2004.09.003openalex-snapshot
Management control and controllership in new economy firms—a life cycle perspective
inferredcites →https://doi.org/10.1016/s0090-2616(01)00058-4openalex-snapshot
EDS: An Inside View of a Corporate Life Cycle Transition
inferredcites →https://doi.org/10.1016/s1053-4822(00)00028-0openalex-snapshot
Explaining Team-Based Pay: A Contingency Perspective Based on the Organizational Life Cycle, Team Design, and Organizational Learning Literatures
inferredcites →https://doi.org/10.1023/a:1020822329030openalex-snapshot
The Ethical Context of Entrepreneurship: Proposing and Testing a Developmental Framework
inferredcites →https://doi.org/10.1097/00005650-198109000-00008openalex-snapshot
The Organizational Life Cycle
inferredcites →https://doi.org/10.1108/01437730210419189openalex-snapshot
Aligning factors for successful organizational renewal
inferredcites →https://doi.org/10.1108/eb028979openalex-snapshot
ORGANIZATIONAL LIFE CYCLE: A FIVE‐STAGE EMPIRICAL SCALE
inferredcites →https://doi.org/10.1108/eb039090openalex-snapshot
MARKETING STRATEGY
inferredcites →https://doi.org/10.1142/s0218495800000036openalex-snapshot
DEFINING THE SCOPE OF ENTREPRENEURIAL MARKETING: A QUALITATIVE APPROACH
inferredcites →https://doi.org/10.1146/annurev.so.13.080187.002003openalex-snapshot
Organizational Growth And Decline Processes
inferredcites →https://doi.org/10.1177/001872677803100503openalex-snapshot
Stages of Organization and Development
inferredcites →https://doi.org/10.1177/002224297203600411openalex-snapshot
Nonfinancial Incentives for Salesmen
inferredcites →https://doi.org/10.1177/002224378902600101openalex-snapshot
Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation
inferredcites →https://doi.org/10.1177/104225870002500104openalex-snapshot
Employer Legitimacy and Recruitment Success in Small Businesses
inferredcites →https://doi.org/10.1177/104225879401800201openalex-snapshot
Tightening the Life-Cycle Construct: A Taxonomic Study of Growth Stage Configurations in High-Technology Organizations
inferredcites →https://doi.org/10.1287/mnsc.29.1.33openalex-snapshot
Organizational Life Cycles and Shifting Criteria of Effectiveness: Some Preliminary Evidence
inferredcites →https://doi.org/10.1287/mnsc.30.10.1161openalex-snapshot
A Longitudinal Study of the Corporate Life Cycle
inferredcites →https://doi.org/10.1300/j147v10n02_05openalex-snapshot
Strategy and Structure:
inferredcites →https://doi.org/10.1509/jmkg.73.6.92openalex-snapshot
Determinants of Pay Levels and Structures in Sales Organizations
inferredcites →https://doi.org/10.2139/ssrn.2691674openalex-snapshot
Determinants of Pay Levels and Structures in Sales Organizations
inferredcites →https://doi.org/10.2307/2392123openalex-snapshot
Using Parsons' Functional Analysis in the Study of Public Organizations
inferredcites →https://doi.org/10.2307/255737openalex-snapshot
Issues in the Creation of Organizations: Initiation, Innovation, and Institutionalization
inferredcites →https://doi.org/10.2307/256238openalex-snapshot
TOP LEVEL MANAGEMENT PRIORITIES IN DIFFERENT STAGES OF THE ORGANIZATIONAL LIFE CYCLE.
inferredcites →https://doi.org/10.2307/257463openalex-snapshot
Organizational Decline: A Neglected Topic in Organizational Science
inferredcites →https://doi.org/10.3233/hsm-2005-24204openalex-snapshot
Incentive reward with organizational life cycle from competitive advantage viewpoint
inferredcites →https://doi.org/10.3233/hsm-2007-26101openalex-snapshot
Salesforce incentive within organizational life cycle: A transaction cost analysis
inferredcites →https://doi.org/10.5040/9781718235939.ch-011openalex-snapshot
Sales Force Management
inferredcites →https://doi.org/10.5465/255954openalex-snapshot
Stage of the Product Life Cycle, Business Strategy, and Business Performance
inferredcites →https://doi.org/10.5465/amr.1980.4288962openalex-snapshot
Organizational Decline: A Neglected Topic in Organizational Science1
inferredcites →https://doi.org/10.5465/amr.1984.4277632openalex-snapshot
Power and Organization Life Cycles
inferredcites →https://doi.org/10.5465/amr.1988.4306802openalex-snapshot
Managing Two Fits of Strategic Human Resource Management
inferredcites →https://doi.org/10.5465/amr.2001.4845803openalex-snapshot
Toward a Descriptive Stakeholder Theory: An Organizational Life Cycle Approach

What points at this work

Incoming claims: where this work appears in other papers’ reference lists and arguments.

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More Time, More Work: How Time Limits Bias Estimates of Project Duration and Scope
inferred← citeshttps://doi.org/10.2139/ssrn.3448174openalex-extracted
Don't Fear the Meter: How Longer Time Limits Yield Biased Preferences for Flat Fee Contracts
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Biographien von Organisationen
inferred← citeshttps://doi.org/10.1007/978-3-658-21831-7_54openalex-snapshot
Biographien von Organisationen
inferred← citeshttps://doi.org/10.1016/j.ecolind.2020.106532openalex-snapshot
Circular economy configuration indicators in organizational life cycle theory
inferred← citeshttps://doi.org/10.1016/j.irfa.2021.101917openalex-snapshot
The effect of corporate tax avoidance on salary distribution——Empirical evidence from publicly listed companies in China
inferred← citeshttps://doi.org/10.1016/j.obhdp.2020.10.016openalex-snapshot
Don’t fear the meter: How longer time limits bias managers to prefer hiring with flat fee compensation
inferred← citeshttps://doi.org/10.1016/j.resconrec.2020.105112openalex-snapshot
Resource efficiency in the innovative and conservative stages of a firm's evolution
inferred← citeshttps://doi.org/10.1080/15332969.2021.1976553openalex-snapshot
A Sales Approach to Key Account Management (KAM): Toward a Unified View of KAM Deployment and Operationalization
inferred← citeshttps://doi.org/10.1086/683216openalex-snapshot
20 Years Later
inferred← citeshttps://doi.org/10.1111/jsbm.12378openalex-snapshot
Organizational Dynamics and Adoption of Innovations: A Study within the Context of Software Firms in Sri Lanka
inferred← citeshttps://doi.org/10.1177/0886368710393137openalex-snapshot
Managing Sales Employees’ Compensation: A Countercyclical Investment Approach
inferred← citeshttps://doi.org/10.1177/0886368711409510openalex-snapshot
Restructuring Fixed and Variable Pay in Sales Organizations: A Product Life Cycle Approach
inferred← citeshttps://doi.org/10.1177/0886368713490639openalex-snapshot
Managing Sales Compensation
inferred← citeshttps://doi.org/10.1177/0886368714535023openalex-snapshot
Managing Sales Compensation Across the Economic Cycle
inferred← citeshttps://doi.org/10.1177/0971355720930572openalex-snapshot
The Organisational Life Cycle Scale: An Empirical Validation
inferred← citeshttps://doi.org/10.1177/1086026615584684openalex-snapshot
The Influence of Organizational Life Cycle on Environmental Proactivity and Competitive Advantage
inferred← citeshttps://doi.org/10.28953/2375-8643.1081openalex-snapshot
Motivating increased sales: Variable or Fixed Compensation Structure?
inferred← citeshttps://doi.org/10.31234/osf.io/rau3gopenalex-snapshot
Don’t Fear the Meter: How Longer Time Limits Bias Managers to Prefer Hiring with Flat Fee Compensation
inferred← citeshttps://doi.org/10.5204/thesis.eprints.246106openalex-snapshot
A study of the genesis, growth and sustained performance of entrepreneurial ecosystems: An evolutionary and systemic approach in the case of Saudi Arabia
inferred← citeshttps://doi.org/10.61426/sjbcm.v3i4.397openalex-snapshot
EFFECT OF ACCOUNTING INFORMATION ON FIRM FINANCIAL PERFORMANCE: A CASE OF AGRICULTURAL FIRMS LISTED IN THE NAIROBI SECURITIES EXCHANGE
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