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Year 2012, Volume: 2 Issue: 3, 192 - 198, 01.09.2012

Melik Karabiyikoglu

Abstract

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

Year 2012, Volume: 2 Issue: 3, 192 - 198, 01.09.2012

Melik Karabiyikoglu

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

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Details

Other ID JA53RH65ZZ
Journal Section Research Article
Authors

Melik Karabiyikoglu This is me

Publication Date September 1, 2012
Published in Issue Year 2012 Volume: 2 Issue: 3

Cite

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.
AMA Karabiyikoglu M. Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey. IRMM. September 2012;2(3):192-198.
Chicago Karabiyikoglu, Melik. “Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey”. International Review of Management and Marketing 2, no. 3 (September 2012): 192-98.
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 M. Karabiyikoglu, “Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey”, IRMM, vol. 2, no. 3, pp. 192–198, 2012.
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 2012), 192-198.
JAMA 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, 2012, pp. 192-8.
Vancouver Karabiyikoglu M. Bonus and Rebate: Perception of Exclusive GSM Dealers and Their Salesmen in Turkey. IRMM. 2012;2(3):192-8.