Madison Fiber Corporation
11 Pages Posted: 21 Oct 2008
There are 2 versions of this paper
Madison Fiber Corporation
UVA-M-0425
Number of pages: 11
Posted: 21 Oct 2008
You are currently viewing this paper
Downloads
153
Downloads
56
Abstract
This case offers students an opportunity to examine a variety of issues concerning compensation: How much to pay? What kind of compensation plan to use? How much of the management task can compensation accomplish? In addition, the case also examines the relationship between strategy and task and the problems of using compensation to influence behavior where the task is highly complex, varying by product line and territory.
Keywords: sales-force compensation, sales management
Suggested Citation: Suggested Citation
Newton, Derek and Spekman, Robert E. and Ranson, Alexandra, Madison Fiber Corporation. UVA-M-0425, Available at SSRN: https://ssrn.com/abstract=909954 or http://dx.doi.org/10.2139/ssrn.909954
Feedback
Feedback to SSRN
If you need immediate assistance, call 877-SSRNHelp (877 777 6435) in the United States, or +1 212 448 2500 outside of the United States, 8:30AM to 6:00PM U.S. Eastern, Monday - Friday.