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

Melik Karabiyikoglu

EN

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

Abstract

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.

Keywords

Bonus, Rebate, Dealer Incentive, GSM Sector, Channel Support

Details

Primary Language

English

Subjects

-

Journal Section

-

Authors

Melik Karabiyikoglu This is me

Publication Date

September 1, 2012

Submission Date

September 1, 2012

Acceptance Date

-

Published in Issue

Year 2012 Volume: 2 Number: 3

IZ

https://izlik.org/JA79UL59NA

Cite

RIS / Bibtex

APA

Karabiyikoglu, M. (2012). Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey. International Review of Management and Marketing, 2(3), 192-198. https://izlik.org/JA79UL59NA

AMA

1.Karabiyikoglu M. Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey. IRMM. 2012;2(3):192-198. https://izlik.org/JA79UL59NA

Chicago

Karabiyikoglu, Melik. 2012. “Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey”. International Review of Management and Marketing 2 (3): 192-98. https://izlik.org/JA79UL59NA.

EndNote

Karabiyikoglu M (September 1, 2012) Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey. International Review of Management and Marketing 2 3 192–198.

IEEE

[1]M. Karabiyikoglu, “Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey”, IRMM, vol. 2, no. 3, pp. 192–198, Sept. 2012, [Online]. Available: https://izlik.org/JA79UL59NA

ISNAD

Karabiyikoglu, Melik. “Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey”. International Review of Management and Marketing 2/3 (September 1, 2012): 192-198. https://izlik.org/JA79UL59NA.

JAMA

1.Karabiyikoglu M. Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey. IRMM. 2012;2:192–198.

MLA

Karabiyikoglu, Melik. “Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey”. International Review of Management and Marketing, vol. 2, no. 3, Sept. 2012, pp. 192-8, https://izlik.org/JA79UL59NA.

Vancouver

1.Melik Karabiyikoglu. Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey. IRMM [Internet]. 2012 Sep. 1;2(3):192-8. Available from: https://izlik.org/JA79UL59NA