caa a22 4500 469067284 CHVBK 20180323132912.0 cr unu---uuuuu 170328e19921001xx s 000 0 eng 10.1007/BF00993918 doi (NATIONALLICENCE)springer-10.1007/BF00993918 Do bonus payments help enhance salesforce retention? [Elektronische Daten] [Kissan Joseph, Manohar Kalwani] Our primary aim in this research is to examine if the existence of a bonus component in the sales compensation structure can enhance salesforce retention. We also study the impact of total sales compensation, relative to industry norms, on salesforce retention. We find that bonus payments do enhance salesforce retention among firms whose total compensation is above industry average but not among firms whose total compensation is below industry average. Further, we also examine the role of sales training, non-financial motivational tools, and length of the selling cycle on salesforce retention. Kluwer Academic Publishers, 1992 Salesforce Turnover nationallicence Bonus Payments nationallicence Sales Compensation nationallicence Joseph Kissan Krannert Graduate School of Management, Purdue University, 47907, West Lafayette, IN aut Kalwani Manohar Krannert Graduate School of Management, Purdue University, 47907, West Lafayette, IN aut Marketing Letters Kluwer Academic Publishers 3/4(1992-10-01), 331-341 0923-0645 3:4<331 1992 3 11002 https://doi.org/10.1007/BF00993918 text/html Onlinezugriff via DOI 1 research-article jats NATIONALLICENCE 856 40 https://doi.org/10.1007/BF00993918 text/html Onlinezugriff via DOI NATIONALLICENCE 700 1- Joseph Kissan Krannert Graduate School of Management, Purdue University, 47907, West Lafayette, IN aut NATIONALLICENCE 700 1- Kalwani Manohar Krannert Graduate School of Management, Purdue University, 47907, West Lafayette, IN aut NATIONALLICENCE 773 0- Marketing Letters Kluwer Academic Publishers 3/4(1992-10-01), 331-341 0923-0645 3:4<331 1992 3 11002 Metadata rights reserved Springer special CC-BY-NC licence nationallicence BK010053 XK010053 XK010000 NATIONALLICENCE NATIONALLICENCE NL-springer