Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey

Melik Karabiyikoglu

Makale detayları

Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey

Yazarlar:

Melik Karabiyikoglu

Yayıncı:

İlhan ÖZTÜRK

Dergi:

International Review of Management and Marketing 2012 Vol.2 Issue 3, pp.192-198

Belge Tipi:

Makale

Yayın Tarihi:

8/2012

Belge Dili:

Türkçe

Document ID (Org No.):

2000823088

Sıklık:

İki Aylık

eISSN:

2146-4405

Özet:

 

The aim of this paper is to study bonus and rebate for exclusive dealers in GSM sector in Turkey, for which operators and handset manufacturers provide special incentives to dealers for exceeding specific sales targets. They develop a theoretical model of dealers and manufacturer behavior based on observations about key aspects of the mobile phone market. The analysis provides important insights about sales bonus. For example, rebate is not preferred by the owners of dealers instead of bonuses. The authors find empirical support when they test the theoretical results.

Makale detayları

Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey

Yazarlar: Melik Karabiyikoglu

Yayıncı: İlhan ÖZTÜRK

Dergi: International Review of Management and Marketing 2012 Vol.2 Issue 3, pp.192-198

Belge Tipi: Makale

Yayın Tarihi: 8/2012

Belge Dili: Türkçe

Document ID (Org No.): 2000823088

Sıklık: İki Aylık

eISSN: 2146-4405

Sayı

Yazarlar:

Melik Karabiyikoglu

Yayıncı:

İlhan ÖZTÜRK

Dergi:

International Review of Management and Marketing 2012 Vol.2 Issue 3, pp.192-198

Belge Tipi:

Makale

Yayın Tarihi:

8/2012

Belge Dili:

Türkçe

Document ID (Org No.):

2000823088

Sıklık:

İki Aylık

eISSN:

2146-4405