@incollection{,
	
					
					
					BBE5CB2580DED071196B78398590768E
				,
	author={{Alan J.Dubinsky} and {SungwookMin} and {Purdue University}},
	journal={{Global Journal of Management and Business Research}},
	journal={{GJMBR}}2249-45880975-585310.34257/GJMBR,
	address={Cambridge, United States},
	publisher={Global Journals Organisation}143113
}

@incollection{b0,
	
	
		,
	title={{Inequality in Social Exchange}}
		,
	author={{
			JSAdams
		}}
	
	
		,
	journal={{Advances In Experimental Social Psychology}}
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	editor={L. Berkowitz}
		
			2
			
			,
	year={1965}
			,
	publisher={Academic Press}
		
	

}

@incollection{b1,
	
	
		,
	title={{The Importance of Value Structures in the Perception of Rewards by Industrial Salespersons}}
		,
	author={{
			YApasu
		}}
	
	
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	journal={{Journal of the Academy of Marketing Science}}
		
			15
			
			,
	year={1987}
		
	

}

@book{b2,
	
	
		,
	title={{Salesforce Management: Compensation, Motivation, Selection and Training}}
		,
	author={{
			SAlbert
		}}
		
			,
	year={2002}
		
	
	,
	note={Incentive Pay and Sales Team Management}

}

@book{b3,
	
	
		,
	title={{Handbook of Marketing}}
				,
	editor={
			BAWeitz
			RWensley
		}
		London
		
			,
	publisher={SAGE Publication}
			
		
	

}

@incollection{b4,
	
	
		,
	title={{SalesforceCompensaiton Plans: An Agency Theoretic Perspective}}
		,
	author={{
			AmiyaKBasu
		} and {
			VRajiv Lal
		} and {
			RichardSrinivasan
		} and {
			Staelin
		}}
		
		
		
	
	
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	journal={{Marketing Science}}
		
			4
			
			,
	year={1985}
		
	

}

@incollection{b5,
	
	
		,
	title={{Cooperation, Competition, and Team Performance: Toward a Contingency Approach}}
		,
	author={{
			Beersma
		} and {
			JohnRBianca
		} and {
			HenryHollenbeck
		} and {
			DonaldEMoon
		} and {
			DanielRConlon
		} and {
			Ilgen
		}}
		
		
		
		
		
	
	
		,
	journal={{Academy of Management Journal}}
		
			46
			5
			
			,
	year={2003}
		
	

}

@incollection{b6,
	
	
		,
	title={{A Theory of Conformity}}
		,
	author={{
			DBBernheim
		}}
	
	
		,
	journal={{Journal of Political Economy}}
		
			102
			
			,
	year={1994. October}
		
	

}

@incollection{b7,
	
	
		,
	title={{The Emergence of Norms in Competitive Decision-Making Groups}}
		,
	author={{
			KenethLBetternhausen
		} and {
			JKeith Murnighan
		}}
		
	
	
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			30
			
			,
	year={1985}
		
	

}

@incollection{b8,
	
	
		,
	title={{Adapting Motivation, Control, and Compensation Research to a New Environment}}
		,
	author={{
			StevenPBrown
		} and {
			KennethREvens
		} and {
			KMurali
		} and {
			GoutamchallagallaMantrala
		}}
		
		
		
	
	
		,
	journal={{Journal of Personal Selling & Sales Management}}
		
			25
			2
			
			,
	year={2005}
		
	

}

@incollection{b9,
	
	
		,
	title={{Compensating Sales Teams}}
		,
	author={{
			RBurke
		}}
		
	
	
		,
	journal={{Towers Watson.com, United Kingdom}}
		
			,
	year={2011. March}
		
	

}

@book{b10,
	
	
		,
	title={{Compensation and Peer Effects in Competing Sales Teams}}
		,
	author={{
			TYChan
		} and {
			JLi
		} and {
			LPierce
		}}
		
		
		
			,
	year={2009. May 29}
			,
	publisher={Washington University}
			,
	address={St. Louis, MO}
		
	
	,
	note={unpublished manuscript}

}

@incollection{b11,
	
	
		,
	title={{A Structural Equation Investigation of the Pay Satisfaction Valence Relationship among Salespeople}}
		,
	author={{
			ChurchillJr
		} and {
			GAPecotich
		} and {
			A
		}}
		
		
	
	
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	journal={{Journal of Marketing}}
		
			46
			4
			
			,
	year={1982}
		
	

}

@incollection{b12,
	
	
		,
	title={{An Empirical Investigation of Gaming Responses to Explicit Performance Incentives}}
		,
	author={{
			PCourty
		} and {
			GMarschke
		}}
		
	
	
		,
	journal={{Journal of Labor Economics}}
		
			22
			1
			
			,
	year={2004}
		
	

}

@incollection{b13,
	
	
		,
	title={{Allocating Sales Force Effect with Commissions and Quotas}}
		,
	author={{
			OADavis
		} and {
			JohnUFarley
		}}
		
	
	
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	journal={{Management Science}}
		
			18
			
			,
	year={1971. December}
		
	

}

@incollection{b14,
	
	
		,
	title={{Natural Team Sharing and Team Productivity}}
		,
	author={{
			RaulVFabella
		}}
	
	
		,
	journal={{Economics Letters}}
		
			27
			
			,
	year={1988}
		
	

}

@incollection{b15,
	
	
		,
	title={{An Optimal Plan for Salesmen's Compensation}}
		,
	author={{
			JohnUFarley
		}}
	
	
		,
	journal={{Journal of Marketing Research}}
		
			1
			
			,
	year={1964. May}
		
	

}

@book{b16,
	
	
		,
	title={{Working the Plan}}
		,
	author={{
			MFein
		}}
		
		
			,
	year={2010. August 16}
		
	

}

@incollection{b17,
	
	
		,
	title={{The Development and Enforcement of Group Norms}}
		,
	author={{
			DanielCFeldman
		}}
	
	
		,
	journal={{Academy of Management Review}}
		
			9
			1
			
			,
	year={1984}
		
	

}

@book{b18,
	
	
		,
	author={{
			JFHair
		} and {
			REAnderson
		} and {
			RMehta
		} and {
			BJBabin
		}}
		
		
		
		,
	title={{Sales Management}}
				Boston
		
			,
	publisher={Houghton Mifflin Company}
			,
	year={2009}
		
	

}

@incollection{b19,
	
	
		,
	title={{A Social Exchange Approach to Voluntary Cooperation}}
		,
	author={{
			HHollander
		}}
	
	
		,
	journal={{The American Economic Review}}
		
			80
			
			,
	year={1990. December}
		
	

}

@incollection{b20,
	
	
		,
	title={{Moral Hazard in teams}}
		,
	author={{
			BergtHolmsrom
		}}
	
	
		,
	journal={{The Bell Journal of Economics}}
		
			13
			
			,
	year={1982}
		
	

}

@incollection{b21,
	
	
		,
	title={{Incentives to Help in Multi-Agent Situations}}
		,
	author={{
			HItoh
		}}
	
	
		,
	journal={{Econometrica}}
		
			59
			
			,
	year={1991. May}
		
	

}

@incollection{b22,
	
	
		,
	title={{Coalitions, Incentives, and Risk-Sharing}}
		,
	author={{
			HItoh
		}}
	
	
		,
	journal={{Journal of Economic Theory}}
		
			60
			
			,
	year={1993}
		
	

}

@incollection{b23,
	
	
		,
	title={{Examining the Salesforce Culture: Managerial Applications and Research Propositions}}
		,
	author={{
			DWJackson
		} and {
			SStephen
		} and {
			JTax
		} and {
			Barnes
		}}
		
		
		
	
	
		,
	journal={{Journal of Personal Selling & Sales Management}}
		
			14
			
			,
	year={1994}
		
	

}

@incollection{b24,
	
	
		,
	title={{Managing the Industrial Salesforce Culture}}
		,
	author={{
			DWJackson
		} and {
			StephenSTax
		}}
		
	
	
		,
	journal={{Journal of Business & Industrial Marketing}}
		
			10
			2
			
			,
	year={1995}
		
	

}

@incollection{b25,
	
	
		,
	title={{The Changing Environment of Selling and Sales Management}}
		,
	author={{
			EliJones
		} and {
			StevenPBrown
		} and {
			AndrisAZoltners
		} and {
			BartonAWeitz
		}}
		
		
		
	
	
		,
	journal={{Journal of Personal Selling & Sales Management}}
		
			25
			2
			
			,
	year={2005}
		
	

}

@incollection{b26,
	
	
		,
	title={{Key Accounts and Team Selling: A Review, Framework, and Research Agenda}}
		,
	author={{
			EliJones
		} and {
			AndreaLDixon
		} and {
			LawrenceBChonko
		} and {
			JosephPCannon
		}}
		
		
		
	
	
		,
	journal={{Journal of Personal Selling & Sales Management}}
		
			25
			2
			
			,
	year={2005}
		
	

}

@incollection{b27,
	
	
		,
	title={{The Impact of Environmental Uncertainty on the Design of Salesforce Compensation Plans}}
		,
	author={{
			KissanJoseph
		} and {
			ManoharUKalwani
		}}
		
	
	
		,
	journal={{Marketing Letters}}
		
			6
			3
			
			,
	year={1995}
		
	

}

@incollection{b28,
	
	
		,
	title={{Peer Pressure and Partnerships}}
		,
	author={{
			EKandel
		} and {
			EPLazear
		}}
		
	
	
		,
	journal={{Journal of Political Economy}}
		
			100
			4
			
			,
	year={1992}
		
	

}

@incollection{b29,
	
	
		,
	title={{Social Loafing: A Meta-Analytic Review and Theoretical Integration}}
		,
	author={{
			StevenJKarau
		} and {
			DKipling
		} and {
			Williams
		}}
		
		
	
	
		,
	journal={{Journal of Personality and Social Psychology}}
		
			
			,
	year={1993}
		
	

}

@incollection{b30,
	
	
		,
	title={{Rational Cooperation in the Finitely Repeated Prisoners' Dilemma Game}}
		,
	author={{
			DavidKreps
		} and {
			PaulMilgrom
		} and {
			JohnRobers
		} and {
			RobersWilson
		}}
		
		
		
	
	
		,
	journal={{Econometrica}}
		
			27
			
			,
	year={1982}
		
	

}

@incollection{b31,
	
	
		,
	title={{Salesforce Compensation Plans: An Individual-Level Analysis}}
		,
	author={{
			RajivLal
		} and {
			DonaldOutland
		} and {
			RichardStaelin
		}}
		
		
	
	
		,
	journal={{Marketing Letters}}
		
			5
			2
			
			,
	year={1994}
		
	

}

@incollection{b32,
	
	
		,
	title={{Compensation Plans for Single-and Multi-Product Salesforces: An Application of the Holmstrom-MilgramModel}}
		,
	author={{
			RajivLal
		} and {
			VSrinivasan
		}}
		
	
	
		,
	journal={{Management Science}}
		
			39
			
			,
	year={1993. July}
		
	

}

@book{b33,
	
	
		,
	author={{
			ILarkin
		}}
		
		,
	title={{The Cost of High-Powered Incentives: Employees Gaming in Enterprise Software Sales}}
				
			,
	year={2008}
		
	

}

@incollection{b34,
	
	
		,
	title={{Personnel Attitudes and Motivation}}
		,
	author={{
			EALocke
		}}
	
	
		,
	journal={{Annual Review of Psychology}}
		
			26
			
			,
	year={1975}
		
	

}

@incollection{b35,
	
	
		,
	title={{Adverse Specialization}}
		,
	author={{
			GMacdonald
		} and {
			LMMarx
		}}
		
	
	
		,
	journal={{Journal of Political Economy}}
		
			109
			4
			
			,
	year={2001}
		
	

}

@incollection{b36,
	
	
		,
	title={{Re-Examining Field Sales Unit Performance: Insights from the Resource-Based View and Dynamic Capability Capabilities Perspective}}
		,
	author={{
			BMenguc
		} and {
			TBarker
		}}
		
	
	
		,
	journal={{European Journal of Marketing}}
		
			39
			
			,
	year={2005}
		
	

}

@book{b37,
	
	
		,
	author={{
			WCMoncrief
		} and {
			SHShipp
		}}
		
		,
	title={{Sales Management: Strategy, Technology, Skills}}
				Reading, MA
		
			,
	publisher={Addison-Wesley}
			,
	year={1997}
		
	

}

@incollection{b38,
	
	
		,
	title={{Selling Teams: A Conceptual Framework and Research Agenda}}
		,
	author={{
			MarkAMoon
		} and {
			MGray
		} and {
			Armstrong
		}}
		
		
	
	
		,
	journal={{Journal of Personal Selling & Sales Management}}
		
			14
			1
			
			,
	year={1994}
		
	

}

@incollection{b39,
	
	
		,
	title={{Examining the Formation of Selling Centers: A Conceptual Framework}}
		,
	author={{
			MarkAMoon
		} and {
			SusanFGupta
		}}
		
	
	
		,
	journal={{Journal of Personal Selling & Sales Management}}
		
			17
			
			,
	year={1997}
		
	

}

@incollection{b40,
	
	
		,
	title={{Valence-Instrumentality-Expectancy Theory}}
		,
	author={{
			CraigCPinder
		}}
	
	
		,
	booktitle={{Motivation and Work Behavior}}
				,
	editor={
			RichardDSteers
			LymanWPorter
		}
		New York
		
			,
	publisher={McGraw-Hill}
			,
	year={1991}
			
		
	
	,
	note={5th edition}

}

@incollection{b41,
	
	
		,
	title={{Managing Sales Teams in a Virtual Environment}}
		,
	author={{
			AdamRapp
		} and {
			MichaelAhearne
		} and {
			JohnMathieu
		} and {
			TammyRapp
		}}
		
		
		
	
	
		,
	journal={{International Journal of Research in Marketing}}
		
			27
			
			,
	year={2010}
		
	

}

@incollection{b42,
	
	
		,
	title={{Antecedents and Consequences of Merit Pay Fairness for Industrial Salespeople}}
		,
	author={{
			Ramaswami
		} and {
			NSridhar
		} and {
			JagdipSingh
		}}
		
		
	
	
		,
	journal={{Journal of Marketing}}
		
			67
			
			,
	year={2003. October}
		
	

}

@incollection{b43,
	
	
		,
	title={{Moral Hazard in Risk-Averse Teams}}
		,
	author={{
			EricRasmusen
		}}
	
	
		,
	journal={{RAND Journal of Economics}}
		
			18
			3
			
			,
	year={1987}
		
	

}

@incollection{b44,
	
	
		,
	title={{The Effect of Reward Structures on the Performance of Cross-Functional Product Development Teams}}
		,
	author={{
			ShikharSarin
		} and {
			VijayMahajan
		}}
		
	
	
		,
	journal={{Journal of Marketing}}
		
			65
			
			,
	year={2001. April)}
		
	

}

@incollection{b45,
	
	
		,
	title={{A Cross-National Investigation of Incentive Sales Compensation}}
		,
	author={{
			MichaelSegalla
		} and {
			DominiqueRouziez
		} and {
			MadeleineBesson
		} and {
			BartonAWeitz
		}}
		
		
		
	
	
		,
	journal={{International Journal of Research in Marketing}}
		
			23
			
			,
	year={2006}
		
	

}

@incollection{b46,
	
	
		,
	title={{An Investigation of the Equal Commission Rate Policy for a Multi-Product Salesforce}}
		,
	author={{
			VSrinivasan
		}}
	
	
		,
	journal={{Management Science}}
		
			27
			
			,
	year={1981. July}
		
	

}

@book{b47,
	
	
		,
	title={{Work and Motivation}}
		,
	author={{
			VVroom
		}}
		
			,
	year={1964}
			,
	publisher={Wiley}
			,
	address={New York}
		
	

}

@incollection{b48,
	
	
		,
	title={{Development of Optimal Salesforce Compensation Plans for Independent, Complementary and Substitutable Products}}
		,
	author={{
			ChangingZhang
		} and {
			VijayMahajan
		}}
		
	
	
		,
	journal={{International Journal of Research in Marketing}}
		
			12
			
			,
	year={1995}
		
	

}