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.We can no longer give out pens and pads or take physicians to basketball games . Unfortunately, education for physicians is getting cut back. Many physicians rely upon the drug reps for basic education. The pharmaceuticals are also cuttinganbsp;...
|Title||:||Getting a Cut|
|Author||:||Richard Seltzer (Ph. D.), Holona LeAnne Ochs|
|Publisher||:||Lexington Books - 2010|