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Getting a Cut : A Contextual Understanding of Commission Systems

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Title: Getting a Cut : A Contextual Understanding of Commission Systems
Description: The perspective of those who receive commissions has been largely ignored, and much of the literature on commissions and bonuses focuses on the concerns of management without regard for the employees or much recognition that understanding the employee perspective contributes significantly to fostering a more productive work environment. Getting a Cut is based on semi-structured interviews with over 450 people between the two volumes. The diverse respondents from across the U.S. provide a people-first perspective on work within commission structures. Understanding what people think about their compensation and how they experience their work provides an understanding of management that has never been addressed. The book provides empirically-based, practical information for anyone interested in effective, professional management.The experiences of those who work for commissions teach us that commission structures interact with the dynamics of the work force and the skill of management to elicit specific behaviors from sales staff. Employers may use employee perspectives to gauge the work environment and determine how to structure of the commission system may yield the greatest gains in performance.
Authors: Richard Seltzer, Holona LeAnne Ochs
Resource Type: eBook.
Subjects: Commission merchants, Bonuses (Employee fringe benefits), Wage payment systems, Brokers
Categories: BUSINESS & ECONOMICS / Workplace Culture, POLITICAL SCIENCE / Labor & Industrial Relations, POLITICAL SCIENCE / Political Economy, POLITICAL SCIENCE / Public Policy / Economic Policy
Database: eBook Collection (EBSCOhost)
FullText Links:
  – Type: ebook-pdf
  – Type: ebook-epub
Text:
  Availability: 0
Header DbId: nlebk
DbLabel: eBook Collection (EBSCOhost)
An: 340089
RelevancyScore: 1031
AccessLevel: 6
PubType: eBook
PubTypeId: ebook
PreciseRelevancyScore: 1031.17456054688
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  Data: Getting a Cut : A Contextual Understanding of Commission Systems
– Name: Abstract
  Label: Description
  Group: Ab
  Data: The perspective of those who receive commissions has been largely ignored, and much of the literature on commissions and bonuses focuses on the concerns of management without regard for the employees or much recognition that understanding the employee perspective contributes significantly to fostering a more productive work environment. Getting a Cut is based on semi-structured interviews with over 450 people between the two volumes. The diverse respondents from across the U.S. provide a people-first perspective on work within commission structures. Understanding what people think about their compensation and how they experience their work provides an understanding of management that has never been addressed. The book provides empirically-based, practical information for anyone interested in effective, professional management.The experiences of those who work for commissions teach us that commission structures interact with the dynamics of the work force and the skill of management to elicit specific behaviors from sales staff. Employers may use employee perspectives to gauge the work environment and determine how to structure of the commission system may yield the greatest gains in performance.
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  Data: <searchLink fieldCode="AR" term="%22Richard+Seltzer%22">Richard Seltzer</searchLink><br /><searchLink fieldCode="AR" term="%22Holona+LeAnne+Ochs%22">Holona LeAnne Ochs</searchLink>
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  Data: <searchLink fieldCode="DE" term="%22Commission+merchants%22">Commission merchants</searchLink><br /><searchLink fieldCode="DE" term="%22Bonuses+%28Employee+fringe+benefits%29%22">Bonuses (Employee fringe benefits)</searchLink><br /><searchLink fieldCode="DE" term="%22Wage+payment+systems%22">Wage payment systems</searchLink><br /><searchLink fieldCode="DE" term="%22Brokers%22">Brokers</searchLink>
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  Data: <searchLink fieldCode="ZK" term="%22BUSINESS+%26+ECONOMICS+%2F+Workplace+Culture%22">BUSINESS & ECONOMICS / Workplace Culture</searchLink><br /><searchLink fieldCode="ZK" term="%22POLITICAL+SCIENCE+%2F+Labor+%26+Industrial+Relations%22">POLITICAL SCIENCE / Labor & Industrial Relations</searchLink><br /><searchLink fieldCode="ZK" term="%22POLITICAL+SCIENCE+%2F+Political+Economy%22">POLITICAL SCIENCE / Political Economy</searchLink><br /><searchLink fieldCode="ZK" term="%22POLITICAL+SCIENCE+%2F+Public+Policy+%2F+Economic+Policy%22">POLITICAL SCIENCE / Public Policy / Economic Policy</searchLink>
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RecordInfo BibRecord:
  BibEntity:
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      – Code: 331.2164
        Scheme: ddc
        Type: prePub
    Languages:
      – Code: eng
        Text: English
    Subjects:
      – SubjectFull: Commission merchants
        Type: general
      – SubjectFull: Bonuses (Employee fringe benefits)
        Type: general
      – SubjectFull: Wage payment systems
        Type: general
      – SubjectFull: Brokers
        Type: general
    Titles:
      – TitleFull: Getting a Cut : A Contextual Understanding of Commission Systems
        Type: main
  BibRelationships:
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      – PersonEntity:
          Name:
            NameFull: Richard Seltzer
      – PersonEntity:
          Name:
            NameFull: Holona LeAnne Ochs
      – PersonEntity:
          Name:
            NameFull: Richard Seltzer
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          Name:
            NameFull: Holona LeAnne Ochs
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          Dates:
            – D: 01
              M: 01
              Type: published
              Y: 2010
            – D: 04
              M: 02
              Type: profile
              Y: 2014
          Identifiers:
            – Type: isbn-print
              Value: 9780739144398
            – Type: isbn-electronic
              Value: 9780739144411
            – Type: isbn-electronic
              Value: 9798216345992
          Titles:
            – TitleFull: Getting a Cut : A Contextual Understanding of Commission Systems
              Type: main
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