Agency- and Institutional-Theory Explanations : The Case of Retail Sales Compensation  

Oleh:

Eisenhardt, Kathleen M.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: The Academy of Management Journal vol. 31 no. 3 (Sep. 1988), page 488-511.
Topik: retailers; agency; institutional theory; retail sales; compensation
Fulltext: AA36_31-03_Kathleen Eisenhardt.pdf (572.17KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: AA36.2 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

This research evaluated when organizations use salary compensation and when they use compensation that is based on performance. Variables from agency - and institutional - theory perspectives were used to explore the sales - compensation policies of 54 retail specialty stores. The programmability of a job, span of control, uncertainty, type of merchandise, and the age of a store chain were strong predictors of compensation policy. Overall, the results suggest that both perspectives are necessary for a good description of compensation policies.

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