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Kleinster Preis: 70,69 €, größter Preis: 101,98 €, Mittelwert: 80,17 €
Getting a Cut: A Contextual Understanding of Commission Systems - Richard Seltzer, Holona Leanne Ochs
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ISBN: 9780739144398

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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. Richard Seltzer, Holona Leanne Ochs, Books, Getting a Cut: A Contextual Understanding of Commission Systems Books, Lexington Books

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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. Getting a Cut: A Contextual Understanding of Commission Systems Seltzer, Richard / Ochs, Holona Leanne, Lexington Books

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Getting a Cut - Seltzer, Richard; Ochs, Holona LeAnne
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Getting a Cut provides a perspective on nonstandard compensation that demonstrates the process by which commissions impact the experiences of workers. Understanding this under-researched perspective reveals a great deal about the process by which the interaction of structure, culture, and craft that define management practices shape the experiences of the sales force and have the potential to enhance organizational performance. Business Business eBook, Lexington Books

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Getting a Cut A Contextual Understanding of Commission Systems - Holona LeAnne Ochs Richard Seltzer
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Getting a Cut A Contextual Understanding of Commission Systems Author :Holona LeAnne Ochs Richard Seltzer 9780739144398 0739144391, [PU: Lexington Books]

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Details zum Buch
Getting a Cut: A Contextual Understanding of Commission Systems
Autor:

Seltzer, Richard; Ochs, Holona Leanne

Titel:

Getting a Cut: A Contextual Understanding of Commission Systems

ISBN-Nummer:

9780739144398

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.

Detailangaben zum Buch - Getting a Cut: A Contextual Understanding of Commission Systems


EAN (ISBN-13): 9780739144398
ISBN (ISBN-10): 0739144391
Gebundene Ausgabe
Erscheinungsjahr: 2010
Herausgeber: Lexington Books
141 Seiten
Gewicht: 0,408 kg
Sprache: eng/Englisch

Buch in der Datenbank seit 09.05.2012 22:15:14
Buch zuletzt gefunden am 02.11.2016 18:37:49
ISBN/EAN: 9780739144398

ISBN - alternative Schreibweisen:
0-7391-4439-1, 978-0-7391-4439-8

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