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How do commission rates influence a firm’s success? statistical analysis of a corporate strategy simulation experiment

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  • B. Brandl
  • U. Leopold-Wildburger
  • A. Mietek
  • S. Pickl

Abstract

The purpose of this paper is to analyse the relationship between commission rates and a firm’s success within a corporate strategic planning simulation experiment. Teams of students are assigned to the role of managers of a firm within a competitive market situation. They have the task to experience the complex situation in which they act as managers to increase the performance of a firm by setting specific parameters. Our most interesting parameter is the commission rate. The Marketing Game considers a reasonably complex and realistic situation for the participants. We examine to what extent subjects succeed in increasing a firm’s turnover and profit by varying the commission rates. Copyright Springer-Verlag 2010

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  • B. Brandl & U. Leopold-Wildburger & A. Mietek & S. Pickl, 2010. "How do commission rates influence a firm’s success? statistical analysis of a corporate strategy simulation experiment," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 18(4), pages 553-566, December.
    • Handle: RePEc:spr:cejnor:v:18:y:2010:i:4:p:553-566
    DOI: 10.1007/s10100-010-0176-1
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    Cited by:

    1. Marion S. Rauner & Helmut Niessner & Ulrike Leopold-Wildburger & Natasa Peric & Teresa Herdlicka, 2016. "A policy management game for mass casualty incidents: an experimental study," Flexible Services and Manufacturing Journal, Springer, vol. 28(1), pages 336-365, June.
    2. Markus Kraus & Marion Rauner & Sigrun Schwarz, 2010. "Hospital management games: a taxonomy and extensive review," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 18(4), pages 567-591, December.
    3. Richard Hartl & Ulrike Leopold-Wildburger & Marion Rauner & Gerhard Sorger & Gernot Tragler & Vladimir Veliov, 2010. "Editorial “In honor of Gustav Feichtinger”," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 18(4), pages 433-435, December.
    4. Arleta Rasmußen, 2014. "The influence of face-to-face communication: a principal-agent experiment," Central European Journal of Operations Research, Springer;Slovak Society for Operations Research;Hungarian Operational Research Society;Czech Society for Operations Research;Österr. Gesellschaft für Operations Research (ÖGOR);Slovenian Society Informatika - Section for Operational Research;Croatian Operational Research Society, vol. 22(1), pages 73-88, March.

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