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Suppose a firm uses sales teams to market their products. For example, a construction equipment manufacturer may assign three sales agents to a team so each team member can specialize in particular product functions (e.g., mechanical systems, electronic systems, and software systems). What are the potential drawbacks of hybrid pay for firms that employ sales teams? What are the drawbacks of hybrid pay for the members of the sales teams? Can we alter the hybrid scheme to overcome these drawbacks?
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The Six Domains of Leadership: a new model for developing and assessing leadership qualities?
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