<?xml version="1.0" encoding="ISO-8859-1"?><article xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance">
<front>
<journal-meta>
<journal-id>1659-3359</journal-id>
<journal-title><![CDATA[Tec Empresarial]]></journal-title>
<abbrev-journal-title><![CDATA[Tec Empre.]]></abbrev-journal-title>
<issn>1659-3359</issn>
<publisher>
<publisher-name><![CDATA[Instituto Tecnológico de Costa Rica]]></publisher-name>
</publisher>
</journal-meta>
<article-meta>
<article-id>S1659-33592016000300041</article-id>
<article-id pub-id-type="doi">10.18845/te.v10i3.2939</article-id>
<title-group>
<article-title xml:lang="es"><![CDATA[Remuneración a la fuerza de ventas: Variables que determinan su éxito o fracaso]]></article-title>
<article-title xml:lang="en"><![CDATA[Remuneration of sales force: Variables that determine your success or failure]]></article-title>
</title-group>
<contrib-group>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Torres Carballo]]></surname>
<given-names><![CDATA[Federico]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Tiffer Sotomayor]]></surname>
<given-names><![CDATA[Haydeé]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Sandoval Sánchez]]></surname>
<given-names><![CDATA[Yarima]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
</contrib-group>
<aff id="Af1">
<institution><![CDATA[,Instituto Tecnológico de Costa Rica Administración de Tecnologías de Información ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>CR</country>
</aff>
<aff id="Af2">
<institution><![CDATA[,Instituto Tecnológico de Costa Rica Escuela de Administración de Empresas ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>CR</country>
</aff>
<aff id="Af3">
<institution><![CDATA[,Instituto Tecnológico de Costa Rica Administración de Tecnologías de Información ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>CR</country>
</aff>
<pub-date pub-type="pub">
<day>00</day>
<month>12</month>
<year>2016</year>
</pub-date>
<pub-date pub-type="epub">
<day>00</day>
<month>12</month>
<year>2016</year>
</pub-date>
<volume>10</volume>
<numero>3</numero>
<fpage>41</fpage>
<lpage>49</lpage>
<copyright-statement/>
<copyright-year/>
<self-uri xlink:href="http://www.scielo.sa.cr/scielo.php?script=sci_arttext&amp;pid=S1659-33592016000300041&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.sa.cr/scielo.php?script=sci_abstract&amp;pid=S1659-33592016000300041&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.sa.cr/scielo.php?script=sci_pdf&amp;pid=S1659-33592016000300041&amp;lng=en&amp;nrm=iso"></self-uri><abstract abstract-type="short" xml:lang="es"><p><![CDATA[ResumenLa remuneración a la fuerza de ventas es un tema fundamental en las organizaciones comerciales. ¿Qué tipo de incentivos incrementan el esfuerzo del vendedor para lograr las metas de la organización? ¿Si se combinan diferentes esquemas de incentivos se incrementa la dedicación del vendedor? Este es el primer estudio realizado en Costa Rica con técnicas experimentales para abordar tales cuestiones. Se realizan un conjunto de sesiones con más de doscientos estudiantes de carreras afines a la administración de negocios, a fin de estudiar, específicamente, los concursos de ventas cuyo esquema de remuneración consiste en un primer premio seguido de varios premios menores asignados según el logro de ventas por parte del vendedor. Se encontró que no siempre más es mejor y que algunas combinaciones en ambientes en los que los sujetos se comunican continuamente pueden hasta reducir el esfuerzo por lograr los objetivos organizacionales.]]></p></abstract>
<abstract abstract-type="short" xml:lang="en"><p><![CDATA[AbstractThe remuneration to the sales force is a major issue in commercial organizations. What kind of incentives increase the selling effort to achieve the goals of the organization? With the combination of different incentive schemes it is possible to increase seller&#8217;s dedication? This is the first study applied in Costa Rica, using experimental techniques to address such issues. A set of sessions are conducted with more than 200 students, from careers related to business administration, to study sales contests with a compensation scheme, in which there is a first prize followed by several smaller prizes assigned to the achieved sales made by the seller. It was found that it is possible to reduce the effort to achieve organizational objectives when the subjects can communicate constantly.]]></p></abstract>
<kwd-group>
<kwd lng="en"><![CDATA[Sales contests]]></kwd>
<kwd lng="en"><![CDATA[sales management]]></kwd>
<kwd lng="en"><![CDATA[sales force]]></kwd>
<kwd lng="en"><![CDATA[experimental economics]]></kwd>
<kwd lng="en"><![CDATA[compensation and incentives]]></kwd>
<kwd lng="es"><![CDATA[Concursos de ventas]]></kwd>
<kwd lng="es"><![CDATA[fuerza de ventas]]></kwd>
<kwd lng="es"><![CDATA[gestión de ventas]]></kwd>
<kwd lng="es"><![CDATA[economía experimental]]></kwd>
<kwd lng="es"><![CDATA[remuneración e incentivos]]></kwd>
</kwd-group>
</article-meta>
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