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    题名: The Optimal Compensation for Heterogeneous Salesforce
    作者: 陳淼勝;Chen, Miao-Sheng
    貢獻者: 企業管理學系
    日期: 1995
    上传时间: 2023-08-03 14:20:02 (UTC+8)
    摘要: As a member of the heterogeneous salesforce, every salesperson’s demand and sales are both various. A payment may not be satisfactory for all salesman. Therefore, this paper deals with the problem how a firm designs a compensation plan in order to meet every salesperson’s demand. We set up a mathematical model, according to the interaction of the distribution of different salesman, their demand, and a firm’s profits. The model is solved with the optimal control theory and the optimal compensation for heterogeneous salesforce can thus be found. Moreover, we obtain several interesting characteristics from the optimal solution.
    關聯: Journal of Information and Optimization Sciences
    vol. 16, no. 1
    pp.101-111
    显示于类别:[企業管理學系(管理科學碩/博士班,非營利事業管理碩士班)] 期刊論文

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