Getting a Cut
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Getting a Cut : A Contextual Understanding of Commission Systems

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Description

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.show more

Product details

  • Hardback | 164 pages
  • 154.94 x 228.6 x 17.78mm | 399.16g
  • Lexington Books
  • Lanham, MD, United States
  • English
  • 0739144391
  • 9780739144398

About Richard Seltzer

Richard Seltzer is professor of political science at Howard University. Holona LeAnne Ochs is assistant professor of political science at Lehigh University.show more

Table of contents

1 Preface 2 Introduction 3 Theory Chapter 4 1. Travel Chapter 5 2. Financial Services Chapter 6 3. Realty Chapter 7 4. Agents Chapter 8 5. Direct Marketing Chapter 9 6. Clothes, Jewelry, and Cosmetics Chapter 10 7. Electronics Chapter 11 8. Auto Parts, Sales and Service Chapter 12 9. Miscellaneous 13 Conclusion 14 Referencesshow more