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題名 行銷人員在無佣金制度下企業如何維持永續成長 ?
How can a sales team drive a company’s sales perpetual growth without sales commission?
作者 李佳哲
Li,Chia-Che
貢獻者 吳豐祥
李佳哲
Li,Chia-Che
關鍵詞 Compensation Strategy
Core Competence
Corporation Strategy
Human Resources Management
Corporation Vision
Corporation Culture
日期 2007
上傳時間 18-Sep-2009 15:02:32 (UTC+8)
摘要 For the last three decades, semiconductor industry has played an important role in Taiwan economics. The analysis of Taiwan electronics industry has been focused on most channels & logistics. Due to previous working experiences, we will like to do a research of international companies’ sales incentive program in terms of value, culture, core competence, and sales strategy.

As we know that R&D, marketing, sales, production, finance, human resource all play the important role in a company. The sales revenue, sales growth, and sales margin play even more decisive role on the stock price. It is very important for company to drive sale team with the incentive, compensation strategy, entrepreneurial culture, and strategy will be discussed in the following chapters.

This study will cover a small portion of the criteria to evaluate company’s sales performance which provide a better guidance for my future sales strategy to capture some existing companies’ business models and phenomena.
參考文獻 The Conference Board, Research Report 12-1302-01-RR (2001), “Managing Culture in Mergers and Acquisitions”.
Adler, M. & Ziglio, E. (1996), Gazing into the oracle. Jessica Kingsley Publishers, Bristol, PA.
Anderson, E. & Trinkle, B. (2006), The Real Cost of Field Sales, The 2006 American Lighting Association’s Annual Conference.
Bae, J. & Lawler, J.J. (2000), Organizational and HRM strategies in Korea: Impact on firm performance in an emerging economy. Academy of Management Journal, 43(3):502-518.
Balkin, D.B. & Gomez-Mejia, L.R. (1990), “Matching Compensation and Organization Startegy”, Strategic Management Journal, 11:153-169.
Becker, B. & Gerhart, B. (1996), The impact of human resources management on organizational performance: Progress and Prospects. Academy of Management Journal, 39:779-802.
Becker, B.E. & Huselid, M.A. (1998), High performance work systems and firm performance: A synthesis of research and managerial implications. Research in Personal and Human Resources Journal, 16(1): 53-101.
Bucknall, H. & Ohtaki, R. (2005), Mastering Business in Asia, Human Resource Management, Wiley.
Chen, M.J. & Miller, D. (1994), Competitive Attack, Retaliation and Performance: An Expectancy-m Valence Framework, Strategic Management Journal, Vol. 15, No. 2, pp. 85-102
Chien W., Shih, S. & Chu, P. Y. (2005), Business Growth Strategies for Asia Pacific, Wiley.
Colt, S. B. (1998), The Sales Compensation Handbook, Amacom.
Coughlan, A. T. & Sen, S. K. (1986), Salesforce Compensation: Insight From management Science, Report No. 86-101.
Coyne, K.P., Hall, S.J.D. & Clifford, P.G. (1997), Is your core competence a mirage, McKinsey, Quarterly, 1:41-54.
Delaney, J. & Huselid, M. (1996), The impact of human resource practices on perceptions of organizational performance. Academy of Management Journal, 39: 949-967.
Delery, J.E. (1998), Issues of fit in strategic human resources: implications for research. Human Resources Management Review, 8(3): 289-309.
Dolios, A. and Singh, K. (2005), Strategy for Success in Asia, John Wiley & Sons.
Dranove, D., Marciano, S. (2005), Kellog in Strategy: concepts, tools, and frameworks for practitioners, Wiley.
Gallon, M. R., Stillman, H.M. & Coates, D. (1995), Putting core competency thinking into practice, Research Technology Management, May-June: 20-28.
Gomez-Mejia, L.R. & Balkin, D. B. (1992), Compensation, Organizational Strategy, and Form Performance, Cincinnati, OH, South-Western.
Huang, P. (2003), Compensation Strategy and Firm Performance? Configurationally Perspective, M.S. Thesis, National Cheng Kung University, Institute of International Business.
Jackson, S.E. & Schuler, R.S. (1995), Understanding human resource management in the context of organizations and their environments. Annual Review of Psychology, 46, 237-265.
Jensen, D., McMullen, T. & Stark, M. (2007), The Manager’s Guide to Rewards, Hay Group, Amacom.
Johns, M. & Shanghi, S. (2006), Driving Excellence, How the Aggregate System Turned Microchip Technology From a failing Company to a Market Leader, John Wiley & Sons.
Jones, H. & Twiss, B.C. (1978), Forecasting technology for planning decisions, New York: Petrocelli Books.
Johnston, R. E. & Bate, D.J. (2003), The power of strategy innovation: a new way of linking creativity and strategic planning to discover great business opportunities, Amacom.
Hirkpatrick, D. L. (2006), Improving Employee Performance Through Appraisal and Coaching, 2nd edition, Amacom.
Hamel, G. (1994), The concept of core competence. Competence-Based Competition:11-33.
Huselid, M.A. (1995), The Impact of Human Resource Practices on Turnover, Productivity, and Corporate Financial Performance, Academy of Management Journal, 38:635-667.
Harrison, R. (1972), How to describe your organization, Harvard Business Review, Sep.-Oct.
Huang, P. (2003), Compensation Strategy and Firm Performance – Configurational Perspective, M.S. Thesis, National Cheng Kung University.
Huselid, M.A., Jackson, S.E. & Schuler, R.S. (1997), Technical and strategic human resource management effectiveness as determinants of firm performance, Academy of Management Journal, 38:635-667.
Kaplan, R.S. & Norton, D. P. (2003), The Strategy-Focused Organization, How Balanced Scorecard Companies Thrive in the New Business Environment.
Kaplan, R.S. & Norton, D.P. (1996), “The Balanced Scorecard: Translating Strategy into Action”, Harvard Business School Press.
Kuo, Chang-Min, (1997), A Study for Sales Force Compensation Plans, Graduate Institute of Management Sciences, Tam-Kang University, Ph. D. Dissertation.
Lado, A.A. & Wilson, M.C. (1994), Human resource system and sustained competency-based perspective, Academy of Management Review, 19(4):699-727.
Linstone, H.A. & Turoff, M. (1975), The Delphi methods: Techniques and applications. Massachusetts: Addison-Wesley.
Prahalad, C.K. & Hamel, G. (1990), The core competence of the corporation. Harvard Business Review.
Martocchio, J. J. (2000), Strategic Compensation, A Human Resource Management Approach, Prentice Hall.
Maslow, A. H. (1987), A Theory of Human Motivation, Pearson.
McNally, K.A. (1992), Compensation as a strategic tool. HR Magazine. 37(7):59-62.
Milkovich, G. T. & Newman, J. M. (1999), Compensation, McGraw-Hill.
Milkovich, G. T. (1996), Compensation, IRWIN, a Times Mirror Higher Education Croup, Inc.
Murphy, K.S. & Williams, J.A. (2004), The Impact of Compensation on The Turnover Intentions of Outback Steakhouse Managers, Journal of Food Service Business Research.
Oliver, R.L. (1974), Journal of Marketing Research, Vol. 11, No. 3, pp.243-253.
Olsen, M.D., West, J.J. & Tse, E.C. (1998), Strategic Management in the Hospitality Industry, Boston: Wiley.
Pfeffer, J. (1998), Seven practices of successful organizations, California Management Review 40 (2), 96.
Rappaort, A. (1993), Harvard Business Review on Compensation.
Rogers, E.W. & Wright, G. (1998), Measuring Organizational Performance in Strategic Human Resource Management: Problems, Prospects, and Performance Information Markets. Human Resources Management Review, 8 (3).
Schuler, R. (1987), Personnel and human resource management choices and organizational strategy, Human Resource Planning, 10 (1):1-17.
Simpkins, R. A. (2004), The secrets of great sales management: advanced strategies for maximizing performance. Amacom.
Smyth, R. C. (1968), “Financial Incentive for Salesmen”, Harvard Business Review, 46 (January-February), 109-117.
Simpkins, R. (2004), The secret of great sales management: advanced strategies for maximizing performance, Amacom.
Swink, M. & Hegarty, H. (1998), Core manufacturing capabilities and their links to products differentiation, International Journal of Operations & Production Management, 18(4):374.
Thorpe, R. & Homan, G. (2000), Strategic Reward Systems, Prentice Hall.
Tropman, J. E. (2001), The Compensation Solution, University of Michigan Business Management Series, John Wiley & Sons.
Vroom, V. H. (1964), Work and motivation. Wiley
Weeks, D. A. (1975), Incentive Plans for Salesmen, The Conference Board, HF5438.25, W418.
Wright, P.M. & Snell, S.A. (1998), Toward a unifying framework for exploring fit and flexibility in strategic human resource management, Academy of Management Journal, 23(4).
Zoltners, A., Sinha, P. & Lorimer, G. (2006), How to Design and Implement That Work, The Complete Guide to Sales Force Incentive Compensation, Amacom.
Zoltners, A., Sinha, P. & Lorimer, G. (2004), Sales Force Design for Strategic Advantage, Palgrave MacMillian.
Zoltners, A., Sinha, P., and Zoltners, S. (2001), The Complete Guide to accelerating salesforce performance, Amacom.
Ting, Chi-Dar, (2006), Compensation Mangement, Yang-Chih Book Co., Ltd. (丁志達，薪酬管理，揚智文化，2006).
Yu, Chou-Ming, (2005), International Business: Environment and management, Hwa Tai Publishing (于卓民，國際企業環境與管理，華泰文化2005).
SeeToo, Dah Hsian, (2005), Strategic Management: A New Perpective for Analysis, 223-234, BestWise Co. Ltd. (司徒達賢，策略管理新論，223-234，智勝文化，2005).
Li, Chen, (2005), High Technology Human Resource Management, Bookzone, 2005 (李誠，高科技產業人力資訊管理，天下文化，2005).
Chen, Huei-Huang, (2004), The impact of business strategies and compensation strategy on organizational performance, International Trade department, M.S. Thesis, Shu-Cho University (陳惠芳，企業經營策略與薪酬策略對組織績效之影響，東吳大學國際貿易學系碩士專職班論文，2004).
描述 碩士
國立政治大學
經營管理碩士學程(EMBA)
93932904
96
資料來源 http://thesis.lib.nccu.edu.tw/record/#G0093932904
資料類型 thesis
dc.contributor.advisor 吳豐祥zh_TW
dc.contributor.author (Authors) 李佳哲zh_TW
dc.contributor.author (Authors) Li,Chia-Cheen_US
dc.creator (作者) 李佳哲zh_TW
dc.creator (作者) Li,Chia-Cheen_US
dc.date (日期) 2007en_US
dc.date.accessioned 18-Sep-2009 15:02:32 (UTC+8)-
dc.date.available 18-Sep-2009 15:02:32 (UTC+8)-
dc.date.issued (上傳時間) 18-Sep-2009 15:02:32 (UTC+8)-
dc.identifier (Other Identifiers) G0093932904en_US
dc.identifier.uri (URI) https://nccur.lib.nccu.edu.tw/handle/140.119/35444-
dc.description (描述) 碩士zh_TW
dc.description (描述) 國立政治大學zh_TW
dc.description (描述) 經營管理碩士學程(EMBA)zh_TW
dc.description (描述) 93932904zh_TW
dc.description (描述) 96zh_TW
dc.description.abstract (摘要) For the last three decades, semiconductor industry has played an important role in Taiwan economics. The analysis of Taiwan electronics industry has been focused on most channels & logistics. Due to previous working experiences, we will like to do a research of international companies’ sales incentive program in terms of value, culture, core competence, and sales strategy.

As we know that R&D, marketing, sales, production, finance, human resource all play the important role in a company. The sales revenue, sales growth, and sales margin play even more decisive role on the stock price. It is very important for company to drive sale team with the incentive, compensation strategy, entrepreneurial culture, and strategy will be discussed in the following chapters.

This study will cover a small portion of the criteria to evaluate company’s sales performance which provide a better guidance for my future sales strategy to capture some existing companies’ business models and phenomena.		en_US
dc.description.tableofcontents TABLE OF CONTENT
LIST OF FIGURES
LIST OF TABLES
CHAPTER 1 INTRODUCTION
1.1 Research Background 1
1.2 Research Objective 4
1.3 Research Flow 6

CHAPTER 2 LITERATURE REVIEW AND THEORY BACKGROUND 8
2.1 Theory of Sales Motivation and Performance Measurement 9
2.2 The Sales Growth Incentive Plan 29
2.3 The benefit of a non-Commission Sales Force 32
2.4 Corporate Sales Strategy 40
2.5 Corporate Culture 45
2.6 Core Competency 49
2.7 Sales Corporate Structure 52
2.8 Sales Compensation Strategy 56

CHAPTER 3 RESEARCH FRAMEWORK AND DESIGN
3.1 Research Framework 59
3.2 Quantitative Methods & Qualitative Methods 62
3.3 Case Study 64


CHPATER 4 CASE BACKGROUND AND DESCRIPOTION
4.1 Backgrounds of Participants and Companies 66
4.2 Case Description 69
4.3 Key Issues 82

CHPATER 5 RESULT FINDINGS AND RESERCAH DISCUSSIONS
5.1 Result Findings 83
5.1.1 Culture 83
5.1.2 Core Competence 85
5.1.3 Incentive 86
5.1.4 Structure 89
5.2 Research Discussions for Each Interviewed Company 90
5.3 Results & Fitting Analysis of Thesis Survey Questions

CHPATER 6 CONCLUSION AND SUGGESTION
6.1 Conclusion to the Study 100
6.2 Contribution to the Study 103
6.3 Suggestions 104


REFERENCE 109

APPENDIX 117
1. Interview Questionnaire 118
2. Microchip Vision, Mission Statement, Guiding Values 126
3. The “One World, One Team, One Goal” System
130		zh_TW
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dc.language.iso en_US-
dc.source.uri (資料來源) http://thesis.lib.nccu.edu.tw/record/#G0093932904en_US
dc.subject (關鍵詞) Compensation Strategyen_US
dc.subject (關鍵詞) Core Competenceen_US
dc.subject (關鍵詞) Corporation Strategyen_US
dc.subject (關鍵詞) Human Resources Managementen_US
dc.subject (關鍵詞) Corporation Visionen_US
dc.subject (關鍵詞) Corporation Cultureen_US
dc.title (題名) 行銷人員在無佣金制度下企業如何維持永續成長 ?zh_TW
dc.title (題名) How can a sales team drive a company’s sales perpetual growth without sales commission?en_US
dc.type (資料類型) thesisen
dc.relation.reference (參考文獻) The Conference Board, Research Report 12-1302-01-RR (2001), “Managing Culture in Mergers and Acquisitions”.zh_TW
dc.relation.reference (參考文獻) Adler, M. & Ziglio, E. (1996), Gazing into the oracle. Jessica Kingsley Publishers, Bristol, PA.zh_TW
dc.relation.reference (參考文獻) Anderson, E. & Trinkle, B. (2006), The Real Cost of Field Sales, The 2006 American Lighting Association’s Annual Conference.zh_TW
dc.relation.reference (參考文獻) Bae, J. & Lawler, J.J. (2000), Organizational and HRM strategies in Korea: Impact on firm performance in an emerging economy. Academy of Management Journal, 43(3):502-518.zh_TW
dc.relation.reference (參考文獻) Balkin, D.B. & Gomez-Mejia, L.R. (1990), “Matching Compensation and Organization Startegy”, Strategic Management Journal, 11:153-169.zh_TW
dc.relation.reference (參考文獻) Becker, B. & Gerhart, B. (1996), The impact of human resources management on organizational performance: Progress and Prospects. Academy of Management Journal, 39:779-802.zh_TW
dc.relation.reference (參考文獻) Becker, B.E. & Huselid, M.A. (1998), High performance work systems and firm performance: A synthesis of research and managerial implications. Research in Personal and Human Resources Journal, 16(1): 53-101.zh_TW
dc.relation.reference (參考文獻) Bucknall, H. & Ohtaki, R. (2005), Mastering Business in Asia, Human Resource Management, Wiley.zh_TW
dc.relation.reference (參考文獻) Chen, M.J. & Miller, D. (1994), Competitive Attack, Retaliation and Performance: An Expectancy-m Valence Framework, Strategic Management Journal, Vol. 15, No. 2, pp. 85-102zh_TW
dc.relation.reference (參考文獻) Chien W., Shih, S. & Chu, P. Y. (2005), Business Growth Strategies for Asia Pacific, Wiley.zh_TW
dc.relation.reference (參考文獻) Colt, S. B. (1998), The Sales Compensation Handbook, Amacom.zh_TW
dc.relation.reference (參考文獻) Coughlan, A. T. & Sen, S. K. (1986), Salesforce Compensation: Insight From management Science, Report No. 86-101.zh_TW
dc.relation.reference (參考文獻) Coyne, K.P., Hall, S.J.D. & Clifford, P.G. (1997), Is your core competence a mirage, McKinsey, Quarterly, 1:41-54.zh_TW
dc.relation.reference (參考文獻) Delaney, J. & Huselid, M. (1996), The impact of human resource practices on perceptions of organizational performance. Academy of Management Journal, 39: 949-967.zh_TW
dc.relation.reference (參考文獻) Delery, J.E. (1998), Issues of fit in strategic human resources: implications for research. Human Resources Management Review, 8(3): 289-309.zh_TW
dc.relation.reference (參考文獻) Dolios, A. and Singh, K. (2005), Strategy for Success in Asia, John Wiley & Sons.zh_TW
dc.relation.reference (參考文獻) Dranove, D., Marciano, S. (2005), Kellog in Strategy: concepts, tools, and frameworks for practitioners, Wiley.zh_TW
dc.relation.reference (參考文獻) Gallon, M. R., Stillman, H.M. & Coates, D. (1995), Putting core competency thinking into practice, Research Technology Management, May-June: 20-28.zh_TW
dc.relation.reference (參考文獻) Gomez-Mejia, L.R. & Balkin, D. B. (1992), Compensation, Organizational Strategy, and Form Performance, Cincinnati, OH, South-Western.zh_TW
dc.relation.reference (參考文獻) Huang, P. (2003), Compensation Strategy and Firm Performance? Configurationally Perspective, M.S. Thesis, National Cheng Kung University, Institute of International Business.zh_TW
dc.relation.reference (參考文獻) Jackson, S.E. & Schuler, R.S. (1995), Understanding human resource management in the context of organizations and their environments. Annual Review of Psychology, 46, 237-265.zh_TW
dc.relation.reference (參考文獻) Jensen, D., McMullen, T. & Stark, M. (2007), The Manager’s Guide to Rewards, Hay Group, Amacom.zh_TW
dc.relation.reference (參考文獻) Johns, M. & Shanghi, S. (2006), Driving Excellence, How the Aggregate System Turned Microchip Technology From a failing Company to a Market Leader, John Wiley & Sons.zh_TW
dc.relation.reference (參考文獻) Jones, H. & Twiss, B.C. (1978), Forecasting technology for planning decisions, New York: Petrocelli Books.zh_TW
dc.relation.reference (參考文獻) Johnston, R. E. & Bate, D.J. (2003), The power of strategy innovation: a new way of linking creativity and strategic planning to discover great business opportunities, Amacom.zh_TW
dc.relation.reference (參考文獻) Hirkpatrick, D. L. (2006), Improving Employee Performance Through Appraisal and Coaching, 2nd edition, Amacom.zh_TW
dc.relation.reference (參考文獻) Hamel, G. (1994), The concept of core competence. Competence-Based Competition:11-33.zh_TW
dc.relation.reference (參考文獻) Huselid, M.A. (1995), The Impact of Human Resource Practices on Turnover, Productivity, and Corporate Financial Performance, Academy of Management Journal, 38:635-667.zh_TW
dc.relation.reference (參考文獻) Harrison, R. (1972), How to describe your organization, Harvard Business Review, Sep.-Oct.zh_TW
dc.relation.reference (參考文獻) Huang, P. (2003), Compensation Strategy and Firm Performance – Configurational Perspective, M.S. Thesis, National Cheng Kung University.zh_TW
dc.relation.reference (參考文獻) Huselid, M.A., Jackson, S.E. & Schuler, R.S. (1997), Technical and strategic human resource management effectiveness as determinants of firm performance, Academy of Management Journal, 38:635-667.zh_TW
dc.relation.reference (參考文獻) Kaplan, R.S. & Norton, D. P. (2003), The Strategy-Focused Organization, How Balanced Scorecard Companies Thrive in the New Business Environment.zh_TW
dc.relation.reference (參考文獻) Kaplan, R.S. & Norton, D.P. (1996), “The Balanced Scorecard: Translating Strategy into Action”, Harvard Business School Press.zh_TW
dc.relation.reference (參考文獻) Kuo, Chang-Min, (1997), A Study for Sales Force Compensation Plans, Graduate Institute of Management Sciences, Tam-Kang University, Ph. D. Dissertation.zh_TW
dc.relation.reference (參考文獻) Lado, A.A. & Wilson, M.C. (1994), Human resource system and sustained competency-based perspective, Academy of Management Review, 19(4):699-727.zh_TW
dc.relation.reference (參考文獻) Linstone, H.A. & Turoff, M. (1975), The Delphi methods: Techniques and applications. Massachusetts: Addison-Wesley.zh_TW
dc.relation.reference (參考文獻) Prahalad, C.K. & Hamel, G. (1990), The core competence of the corporation. Harvard Business Review.zh_TW
dc.relation.reference (參考文獻) Martocchio, J. J. (2000), Strategic Compensation, A Human Resource Management Approach, Prentice Hall.zh_TW
dc.relation.reference (參考文獻) Maslow, A. H. (1987), A Theory of Human Motivation, Pearson.zh_TW
dc.relation.reference (參考文獻) McNally, K.A. (1992), Compensation as a strategic tool. HR Magazine. 37(7):59-62.zh_TW
dc.relation.reference (參考文獻) Milkovich, G. T. & Newman, J. M. (1999), Compensation, McGraw-Hill.zh_TW
dc.relation.reference (參考文獻) Milkovich, G. T. (1996), Compensation, IRWIN, a Times Mirror Higher Education Croup, Inc.zh_TW
dc.relation.reference (參考文獻) Murphy, K.S. & Williams, J.A. (2004), The Impact of Compensation on The Turnover Intentions of Outback Steakhouse Managers, Journal of Food Service Business Research.zh_TW
dc.relation.reference (參考文獻) Oliver, R.L. (1974), Journal of Marketing Research, Vol. 11, No. 3, pp.243-253.zh_TW
dc.relation.reference (參考文獻) Olsen, M.D., West, J.J. & Tse, E.C. (1998), Strategic Management in the Hospitality Industry, Boston: Wiley.zh_TW
dc.relation.reference (參考文獻) Pfeffer, J. (1998), Seven practices of successful organizations, California Management Review 40 (2), 96.zh_TW
dc.relation.reference (參考文獻) Rappaort, A. (1993), Harvard Business Review on Compensation.zh_TW
dc.relation.reference (參考文獻) Rogers, E.W. & Wright, G. (1998), Measuring Organizational Performance in Strategic Human Resource Management: Problems, Prospects, and Performance Information Markets. Human Resources Management Review, 8 (3).zh_TW
dc.relation.reference (參考文獻) Schuler, R. (1987), Personnel and human resource management choices and organizational strategy, Human Resource Planning, 10 (1):1-17.zh_TW
dc.relation.reference (參考文獻) Simpkins, R. A. (2004), The secrets of great sales management: advanced strategies for maximizing performance. Amacom.zh_TW
dc.relation.reference (參考文獻) Smyth, R. C. (1968), “Financial Incentive for Salesmen”, Harvard Business Review, 46 (January-February), 109-117.zh_TW
dc.relation.reference (參考文獻) Simpkins, R. (2004), The secret of great sales management: advanced strategies for maximizing performance, Amacom.zh_TW
dc.relation.reference (參考文獻) Swink, M. & Hegarty, H. (1998), Core manufacturing capabilities and their links to products differentiation, International Journal of Operations & Production Management, 18(4):374.zh_TW
dc.relation.reference (參考文獻) Thorpe, R. & Homan, G. (2000), Strategic Reward Systems, Prentice Hall.zh_TW
dc.relation.reference (參考文獻) Tropman, J. E. (2001), The Compensation Solution, University of Michigan Business Management Series, John Wiley & Sons.zh_TW
dc.relation.reference (參考文獻) Vroom, V. H. (1964), Work and motivation. Wileyzh_TW
dc.relation.reference (參考文獻) Weeks, D. A. (1975), Incentive Plans for Salesmen, The Conference Board, HF5438.25, W418.zh_TW
dc.relation.reference (參考文獻) Wright, P.M. & Snell, S.A. (1998), Toward a unifying framework for exploring fit and flexibility in strategic human resource management, Academy of Management Journal, 23(4).zh_TW
dc.relation.reference (參考文獻) Zoltners, A., Sinha, P. & Lorimer, G. (2006), How to Design and Implement That Work, The Complete Guide to Sales Force Incentive Compensation, Amacom.zh_TW
dc.relation.reference (參考文獻) Zoltners, A., Sinha, P. & Lorimer, G. (2004), Sales Force Design for Strategic Advantage, Palgrave MacMillian.zh_TW
dc.relation.reference (參考文獻) Zoltners, A., Sinha, P., and Zoltners, S. (2001), The Complete Guide to accelerating salesforce performance, Amacom.zh_TW
dc.relation.reference (參考文獻) Ting, Chi-Dar, (2006), Compensation Mangement, Yang-Chih Book Co., Ltd. (丁志達，薪酬管理，揚智文化，2006).zh_TW
dc.relation.reference (參考文獻) Yu, Chou-Ming, (2005), International Business: Environment and management, Hwa Tai Publishing (于卓民，國際企業環境與管理，華泰文化2005).zh_TW
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