Articles

man balancing positives and negatives - equal pay

Key Ideas •To ensure that sales force remain motivated, companies should increase the variable component of sales representatives’ salary for people operating in areas where fiscal policies translate as modest differences in compensation for more and less effective sales people. •The performance of sales directors has a major impact on that of the sales force. Sales director compensation must (...)

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Human Resources Management15 January 2009

Why CEOs Nearing Retirement are Averse to Risk

Key ideas •The reluctance of CEOs approaching retirement to engage in short-term risk-taking can be (...)

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