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Abstract

This critically appraised topic (CAT) examines the question of whether a variable compensation structure helps motivate increased sales more than a fixed compensation structure. The analysis is based on peer reviewed articles focused on compensation and incentive structures and performance measurement. The findings suggest that variable compensation can increase sales performance, but only to a certain degree. A proper incentive structure would be a combination of both variable and fixed components.

Creative Commons License

Creative Commons License
This work is licensed under a Creative Commons Attribution-Noncommercial 4.0 License

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