Essays about: "Bram Johannes Van Kleef"

Found 1 essay containing the words Bram Johannes Van Kleef.

  1. 1. The role of bonus and commission schemes in value co-creation : exploring Tensions and Conflicts in Car Dealerships

    University essay from Högskolan Kristianstad/Fakulteten för ekonomi

    Author : Bram Johannes Van Kleef; [2018]
    Keywords : Value co-creation; sales performance; sales tactics; bonus- and commission schemes; tensions and conflicts; paradox;

    Abstract : Bonus and commission schemes are common practice among firms as an incentive for the salesforce. Despite the growing body of literature on value co-creation and the practical relevance, it remains unknown how these management tools relate to each other. There is a gap in research on conflict theory but it is argued that they derive from a paradox. READ MORE