Retail competition in the fast-moving consumer goods industry: the case of France and the UK

Article Abstract:

Recent research has looked at the differences in approach of retailers of fast-moving consumer goods in France and the UK. In France, retailers generally compete on the basis of price, while in the UK they focus on building up loyalty by using quality 'own' labels. UK retailers have enjoyed higher profits than their French counterparts because the creation of own brands has proved very successful. It is possible that a two-tier system will evolve, in which one group of retailers emphasises price and the other quality.

Retail industry, Retail trade, Marketing

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Optimization models for salesforce compensation

Article Abstract:

Models used for determining the optimum sales personnel compensation strategy are examined. These include agency theoretic models that can provide the optimal compensation strategy based on the degree of information asymmetry and the heterogeneity within the sales personnel. Models which determine the optimal compensation strategy for specific methods such as fixed salary plus commission, bonus for quota compliance and menus of plans are also studied.

Models, Usage, Compensation management, Wages, Wages and salaries, Agency theory

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Relative explanatory power of agency theory and transaction cost analysis in German salesforces

Article Abstract:

An integrated view of Transaction Cost Analysis (TCA) and Agency Theory (AT) is presented in order to study the direct salesforce versus rep decision and the design of compensation plans in German salesforces. It is suggested that TCS should provide a relatively better understanding of the direct versus rep decision while AT may be more appealing in the context of compensation plans.

Germany, Personnel administration, Cost benefit analysis

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