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Motivating agent effort in a competitive environment

Author

Listed:
  • Neil Quigley
  • Ignatius Hortsmann
  • Frank Mathewson

Abstract

In the investment-fund life-insurance and cellular phone industries, sales agents' contracts include both commission payments for sales and clawbacks of those payments if the clients are not retained. Neil Quigley, Ignatius Hortsmann and Frank Mathewson explain why - and they also show how a major shift in market conditions changed the structure of these contracts.

Suggested Citation

  • Neil Quigley & Ignatius Hortsmann & Frank Mathewson, 2005. "Motivating agent effort in a competitive environment," Competition & Regulation Times 375407, New Zealand Institute for the Study of Competition and Regulation.
    • Handle: RePEc:vuw:vuwcrt:375407
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    File URL: https://ojs.victoria.ac.nz/crt/article/view/3754
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