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The Eclectic Paradigm of Salesperson Compensation: a New Framework for Investigating the Role of Salary versus Commission

Description: Numerous researchers, employing theories from either psychology or economics, have investigated the circumstances under which firms are likely to adopt salary-based versus commission-based compensation plans. This study integrates the most common theoretical bases of salesperson compensation literature into a broad framework labeled the Eclectic Paradigm of Salesperson Compensation (EPSC). The EPSC proposes that there is a positive association between a firm's salary orientation and resource commitment, and a firm's salary orientation and firm control. There should be a negative association between salary orientation and dissemination risk, and salary orientation and salesperson motivation/performance. Twenty-three hypotheses originating from the EPSC were tested using a pretest sample of 48 real estate salespersons and a test sample of 311 real estate salespersons. The data were analyzed using common factor analysis, logistic regression, multivariate analysis of variance, and median tests. Of the 23 hypotheses, 10 were supported, 7 were partially supported, and 6 were not supported. The results suggest that the eclectic paradigm of salesperson compensation is a promising initial step toward developing a comprehensive model for understanding the determinants of salary versus commission.
Date: December 1995
Creator: Massad, Victor J. (Victor James)
Partner: UNT Libraries

[News Clip: Garland]

Description: Video footage from the KXAS-TV/NBC station in Fort Worth, Texas, to accompany a news story. This story aired at 10:00 P.M.
Date: 1979
Creator: KXAS-TV (Television station : Fort Worth, Tex.)
Partner: UNT Libraries Special Collections

National Commission on the BP Deepwater Horizon Spill and Offshore Drilling

Description: This website is for the National Commission on the BP Deepwater Horizon Oil SpilUnited States. Office of Fossil Energyl and Offshore Drilling, established by President Barack Obama on May 21, 2010. The Commission examined the relevant facts and circumstances concerning the root causes of the Deepwater Horizon explosion and developed options to guard against, and mitigate the impact of, any oil spills associated with offshore drilling in the future. This included recommending improvements to federal laws, regulations, and industry practices. The website contains detailed information about each of the commission's meetings, the commission's final reports, and other related resources.
Date: July 25, 2011
Creator: National Commission on the BP Deepwater Horizon Oil Spill and Offshore Drilling
Partner: UNT Libraries Digital Projects Unit

Commission on Dietary Supplement Labels

Description: This website contains an overview of the purpose of the Commission on Dietary Supplement Labels as well as the final report and letters of transmittal related to the activities of the commission.
Date: December 1, 1997
Creator: United States. Commission on Dietary Supplement Labels.
Partner: UNT Libraries Government Documents Department

The West Point Band's Wind Commissioning Project in Celebration of the Bicentennial of the United States Military Academy

Description: The United States Military Academy Band, also known as the West Point Band is the oldest active band in the United States Army and the oldest unit at the United States Military Academy, and is considered to be one of the finest military musical organizations in the world. The band has also been instrumental in facilitating the creation of new works for wind band.As the commissioning of new music has been essential to the expansion of the wind band's repertoire, several major commissioning projects were undertaken in the mid-twentieth century by various organizations, including the West Point Band, the Goldman Band in conjunction with the League of Composers and later the American Bandmasters Association, Kappa Kappa Psi and Tau Beta Sigma, the American Wind Symphony, and the College Band Directors National Association. These commissioning projects and many others have contributed hosts of new quality works to the repertoire of the wind band. The West Point Band's 1952 commissioning project celebrating the Sesquicentennial of the United States Military Academy was among the first of these mid-twentieth century commissioning projects to seek out prominent composers of the day and have them write works for wind band. The project contributed several seminal pieces to the wind band's repertoire, including Morton Gould's Symphony for Band: West Point. In 1996, as tribute to both the Academy and to the earlier commissioning project, the West Point Band sought to celebrate the Academy's 2002 bicentennial in a similar fashion by commissioning well-known composers to contribute substantial wind works. These pieces would be premiered and recorded by the West Point Band over a number of years, including a gala Bicentennial Celebration concert at Carnegie Hall in March 2002. The purpose of this study is to create a consolidated written record of the wind music composed for the West ...
Date: May 2017
Creator: Morse, Matthew Carl
Partner: UNT Libraries