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Getting a Cut: A Contextual Understanding of Commission Systems - Richard Seltzer, Holona LeAnne Ochs
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Richard Seltzer, Holona LeAnne Ochs:
Getting a Cut: A Contextual Understanding of Commission Systems - hardcover

ISBN: 0739144391

[SR: 12540883], Hardcover, [EAN: 9780739144398], Lexington Books, Lexington Books, Book, [PU: Lexington Books], Lexington Books, 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., 2571, Workplace Culture, 2558, Business Culture, 3, Business & Money, 1000, Subjects, 283155, Books, 2587, Economic Conditions, 2581, Economics, 3, Business & Money, 1000, Subjects, 283155, Books, 2588, Economic Policy & Development, 2581, Economics, 3, Business & Money, 1000, Subjects, 283155, Books, 2595, Labor & Industrial Relations, 2581, Economics, 3, Business & Money, 1000, Subjects, 283155, Books, 5571261011, Labor & Industrial Relations, 5571258011, Specific Topics, 5571255011, Politics & Government, 3377866011, Politics & Social Sciences, 1000, Subjects, 283155, Books, 5571263011, Political Economy, 5571258011, Specific Topics, 5571255011, Politics & Government, 3377866011, Politics & Social Sciences, 1000, Subjects, 283155, Books, 5571278011, Economic Policy, 5571275011, Public Affairs & Policy, 5571255011, Politics & Government, 3377866011, Politics & Social Sciences, 1000, Subjects, 283155, Books

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Getting a Cut: A Contextual Understanding of Commission Systems - Richard Seltzer, Holona LeAnne Ochs
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Richard Seltzer, Holona LeAnne Ochs:
Getting a Cut: A Contextual Understanding of Commission Systems - hardcover

ISBN: 0739144391

Hardcover, [EAN: 9780739144398], Lexington Books, Lexington Books, Book, [PU: Lexington Books], Lexington Books, 935616, Economic Conditions, 935606, Economics, 935522, Business & Investing, 927726, Subjects, 916520, Books, 935642, Economic Policy & Development, 935606, Economics, 935522, Business & Investing, 927726, Subjects, 916520, Books, 935644, Labour & Industrial Relations, 935606, Economics, 935522, Business & Investing, 927726, Subjects, 916520, Books, 935546, Motivational, 935782, Management & Leadership, 935522, Business & Investing, 927726, Subjects, 916520, Books, 935574, Workplace, 355938011, Processes & Infrastructure, 935522, Business & Investing, 927726, Subjects, 916520, Books, 951604, Economic Conditions, 951594, Economics, 951502, Accounting & Finance, 950756, Professional & Technical, 927726, Subjects, 916520, Books, 951632, Economic Policy & Development, 951594, Economics, 951502, Accounting & Finance, 950756, Professional & Technical, 927726, Subjects, 916520, Books, 951634, Labour & Industrial Relations, 951594, Economics, 951502, Accounting & Finance, 950756, Professional & Technical, 927726, Subjects, 916520, Books, 952292, Motivational, 952280, Management & Leadership, 952272, Business Management, 950756, Professional & Technical, 927726, Subjects, 916520, Books, 15305441, Business & Finance, 15305451, Accounting, 690344011, Banking, 15305521, Business Communication, 690345011, Business Development, 15305531, Business Ethics, 690352011, Business Law, 15305551, Economics, 690346011, Enterpeneurship, 15305601, Finance, 15305641, Human Resources, 690347011, International Business, 690348011, Investments & Securities, 690349011, Management, 15305671, Marketing, 690350011, Real Estate, 690351011, Sales, 15115321, Textbooks, 927726, Subjects, 916520, Books, 15307291, Public Policy, 15307241, Political Science, 15307131, Social Sciences, 15115321, Textbooks, 927726, Subjects, 916520, Books, 929298, Labour & Industrial Relations, 927788, Politics, 5489589011, Politics & Social Sciences, 927726, Subjects, 916520, Books

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Getting a Cut: A Contextual Understanding of Commission Systems - Richard Seltzer, Holona LeAnne Ochs
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Richard Seltzer, Holona LeAnne Ochs:
Getting a Cut: A Contextual Understanding of Commission Systems - hardcover

2010, ISBN: 9780739144398

ID: 768546830

Lexington Books , 2010-09-20 . Hardcover . New., Lexington Books, 2010-09-20

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Getting a Cut: A Contextual Understanding of Commission Systems - Richard Seltzer, Holona LeAnne Ochs
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Richard Seltzer, Holona LeAnne Ochs:
Getting a Cut: A Contextual Understanding of Commission Systems - hardcover

2010, ISBN: 9780739144398

ID: 585036416

Lexington Books, 2010-09-20. Hardcover. Used:Good. Buy with confidence. Excellent Customer Service & Return policy. Ships Fast. 24*7 Customer Service., Lexington Books, 2010-09-20

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Getting a Cut - Seltzer, Richard A./ Ochs, Holona Leanne
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Seltzer, Richard A./ Ochs, Holona Leanne:
Getting a Cut - hardcover

2010, ISBN: 9780739144398

ID: 854206721

Rowman & Littlefield Pub Inc, 2010. Hardcover. New. SKU: MM-23214607; EAN: 9780739144398, Rowman & Littlefield Pub Inc, 2010

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Details of the book
Getting a Cut: A Contextual Understanding of Commission Systems
Author:

Seltzer, Richard; Ochs, Holona Leanne

Title:

Getting a Cut: A Contextual Understanding of Commission Systems

ISBN:

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.

Details of the book - Getting a Cut: A Contextual Understanding of Commission Systems


EAN (ISBN-13): 9780739144398
ISBN (ISBN-10): 0739144391
Hardcover
Publishing year: 2010
Publisher: Lexington Books
141 Pages
Weight: 0,408 kg
Language: eng/Englisch

Book in our database since 09.05.2012 22:15:14
Book found last time on 18.12.2016 15:04:20
ISBN/EAN: 0739144391

ISBN - alternate spelling:
0-7391-4439-1, 978-0-7391-4439-8


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