Steul-Fischer M, Wedel M (2012)
Publication Type: Journal article
Publication year: 2012
Publisher: Springer Verlag
Book Volume: 101
Pages Range: (561-570)
Journal Issue: 5
DOI: 10.1007/s12297-012-0213-3
For insurance companies, tournaments are one of the most important incentives to motivate and control insurance sales agents. We analyse the efficiency of tournaments for insurance sales agents and show that the level of prize and its exclusiveness, as well as the presentation of rank during the tournament, increase efficiency. © Springer-Verlag 2012.
APA:
Steul-Fischer, M., & Wedel, M. (2012). Turnierentlohnung im Versicherungsvertrieb. Zeitschrift für die gesamte Versicherungswissenschaft, 101(5), (561-570). https://doi.org/10.1007/s12297-012-0213-3
MLA:
Steul-Fischer, Martina, and Michaela Wedel. "Turnierentlohnung im Versicherungsvertrieb." Zeitschrift für die gesamte Versicherungswissenschaft 101.5 (2012): (561-570).
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