@article{rouzies:hal-00491677, TITLE = {{Determinants of Pay Levels and Structures in Sales Organizations}}, AUTHOR = {Rouzies, Dominique and Coughlan, Anne T. and Anderson, Erin and Iacobucci, Dawn}, URL = {https://hec.hal.science/hal-00491677}, JOURNAL = {{Journal of Marketing}}, PUBLISHER = {{American Marketing Association}}, VOLUME = {Vol.73,nÂș6}, PAGES = {pp.92-104}, YEAR = {2009}, MONTH = Nov, DOI = {10.1509/jmkg.73.6.92}, KEYWORDS = {compensation ; motivation ; agency theory ; pay disparity ; sales management}, HAL_ID = {hal-00491677}, HAL_VERSION = {v1}, }