Título: Agency – and Institutional – Theory Explanations: The case of retail sales compensation.

In: Academy of Management Journal, Volume 31

Tipo documento: Artigo

Autor(es): EISENHARDT, Kathleen

Ano: 1988

Local: http://www.jstor.org/stable/256457


This research evaluated when organizations use salary compensation and when they use compensation that is based on performance. Variables from agency – and institutional – theory perspectives were used to explore the sales-compensation policies of 54 retail specialty stores. The programmability of a job, span of control, uncertainty, type of merchandise, and the age of a store chain were strong predictors of compensation policy. Overall, the results suggest that both perspectives are necessary for a good description of compensation policies.

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