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A Structural Model of Sales-Force Compensation Dynamics: Estimation and Field Implementation

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  1. Zheyin (Jane) Gu & Yunchuan Liu, 2018. "Why would a big retailer refuse to collaborate on manufacturer SPIFF programs?," Quantitative Marketing and Economics (QME), Springer, vol. 16(4), pages 441-472, December.
  2. Stephen Ryan & Catherine Tucker, 2012. "Heterogeneity and the dynamics of technology adoption," Quantitative Marketing and Economics (QME), Springer, vol. 10(1), pages 63-109, March.
  3. Gökkoca, Gökçe, 2024. "Antibiotic Stewardship in Primary Care: Evidence from Pay-for-Performance in France," TSE Working Papers 24-1567, Toulouse School of Economics (TSE).
  4. Johannes Abeler & David Huffman & Collin Raymond & David B. Huffman, 2023. "Incentive Complexity, Bounded Rationality and Effort Provision," CESifo Working Paper Series 10541, CESifo.
  5. Sanjay Jain, 2012. "Self-Control and Incentives: An Analysis of Multiperiod Quota Plans," Marketing Science, INFORMS, vol. 31(5), pages 855-869, September.
  6. Bicheng Yang & Tat Chan & Raphael Thomadsen, 2019. "A Salesforce-Driven Model of Consumer Choice," Marketing Science, INFORMS, vol. 38(5), pages 871-887, September.
  7. Richard B. Freeman & Wei Huang & Teng Li, 2019. "Non-linear Incentives, Worker Productivity, and Firm Profits: Evidence from a Quasi-experiment," NBER Working Papers 25507, National Bureau of Economic Research, Inc.
  8. Duncan Simester & Juanjuan Zhang, 2014. "Why Do Salespeople Spend So Much Time Lobbying for Low Prices?," Marketing Science, INFORMS, vol. 33(6), pages 796-808, November.
  9. Minkyung Kim & K. Sudhir & Kosuke Uetake & Rodrigo Canales, 2016. "Multidimensional Sales Incentives in CRM Settings: Customer Adverse Selection and Moral Hazard," Cowles Foundation Discussion Papers 2085, Cowles Foundation for Research in Economics, Yale University.
  10. Song Yao & Carl F. Mela, 2011. "A Dynamic Model of Sponsored Search Advertising," Marketing Science, INFORMS, vol. 30(3), pages 447-468, 05-06.
  11. Linli Xu & Jorge M. Silva-Risso & Kenneth C. Wilbur, 2018. "Dynamic Quality Ladder Model Predictions in Nonrandom Holdout Samples," Management Science, INFORMS, vol. 64(7), pages 3187-3207, July.
  12. Doug J. Chung & Thomas Steenburgh & K. Sudhir, 2014. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans," Marketing Science, INFORMS, vol. 33(2), pages 165-187, March.
  13. Hema Yoganarasimhan, 2013. "The Value of Reputation in an Online Freelance Marketplace," Marketing Science, INFORMS, vol. 32(6), pages 860-891, November.
  14. Tongil “TI”Kim, 2021. "When Franchisee Service Affects Demand: An Application to the Car Radiator Market and Resale Price Maintenance," Marketing Science, INFORMS, vol. 40(1), pages 101-121, January.
  15. Jérémie Gallien & Stephen C. Graves & Alan Scheller-Wolf, 2016. "OM Forum—Practice-Based Research in Operations Management: What It Is, Why Do It, Related Challenges, and How to Overcome Them," Manufacturing & Service Operations Management, INFORMS, vol. 18(1), pages 5-14, February.
  16. Selcuk, Cemil & Gokpinar, Bilal, 2022. "Incentivizing flexible workers in the gig economy: The case of ride-hailing," Cardiff Economics Working Papers E2022/11, Cardiff University, Cardiff Business School, Economics Section.
  17. Ali Yurukoglu & Claire Lim, 2014. "Dynamic Natural Monopoly Regulation: Time Inconsistency, Asymmetric Information, and Political Environments," 2014 Meeting Papers 530, Society for Economic Dynamics.
  18. Aviv Nevo & John L. Turner & Jonathan W. Williams, 2016. "Usage‐Based Pricing and Demand for Residential Broadband," Econometrica, Econometric Society, vol. 84, pages 411-443, March.
  19. Guo, Peijun, 2022. "Dynamic focus programming: A new approach to sequential decision problems under uncertainty," European Journal of Operational Research, Elsevier, vol. 303(1), pages 328-336.
  20. John Rust, 2014. "The Limits of Inference with Theory: A Review of Wolpin (2013)," Journal of Economic Literature, American Economic Association, vol. 52(3), pages 820-850, September.
  21. Honda, Jun & Inderst, Roman, 2017. "Nonlinear Incentives and Advisor Bias," EconStor Preprints 253657, ZBW - Leibniz Information Centre for Economics.
  22. Pradeep K. Chintagunta & Harikesh S. Nair, 2011. "Structural Workshop Paper --Discrete-Choice Models of Consumer Demand in Marketing," Marketing Science, INFORMS, vol. 30(6), pages 977-996, November.
  23. Hema Yoganarasimhan, 2016. "Estimation of Beauty Contest Auctions," Marketing Science, INFORMS, vol. 35(1), pages 27-54, January.
  24. Günter J. Hitsch & Sanjog Misra & Walter W. Zhang, 2024. "Heterogeneous treatment effects and optimal targeting policy evaluation," Quantitative Marketing and Economics (QME), Springer, vol. 22(2), pages 115-168, June.
  25. Juanjuan Zhang, 2016. "Deadlines in Product Development," Management Science, INFORMS, vol. 62(11), pages 3310-3326, November.
  26. Harikesh S. Nair & Sanjog Misra & William J. Hornbuckle IV & Ranjan Mishra & Anand Acharya, 2017. "Big Data and Marketing Analytics in Gaming: Combining Empirical Models and Field Experimentation," Marketing Science, INFORMS, vol. 36(5), pages 699-725, September.
  27. Minkyung Kim & K. Sudhir & Kosuke Uetake & Rodrigo Canales, 2018. "When Salespeople Manage Customer Relationships: Multidimensional Incentives and Private Information," Cowles Foundation Discussion Papers 2122, Cowles Foundation for Research in Economics, Yale University.
  28. Jean-Pierre Dubé & Sanjog Misra, 2017. "Personalized Pricing and Consumer Welfare," NBER Working Papers 23775, National Bureau of Economic Research, Inc.
  29. Kräkel, Matthias, 2021. "On the delegation of authority," Journal of Economic Behavior & Organization, Elsevier, vol. 191(C), pages 965-981.
  30. Shan Li & Kay-Yut Chen & Ying Rong, 2020. "The Behavioral Promise and Pitfalls in Compensating Store Managers," Management Science, INFORMS, vol. 66(10), pages 4899-4919, October.
  31. Seyed Morteza Emadi & Bradley R. Staats, 2020. "A Structural Estimation Approach to Study Agent Attrition," Management Science, INFORMS, vol. 66(9), pages 4071-4095, September.
  32. John Rust & Sungjin Cho, 2018. "Optimal Dynamic Hotel Pricing," 2018 Meeting Papers 179, Society for Economic Dynamics.
  33. Minkyung Kim & K. Sudhir & Kosuke Uetake, 2019. "A Structural Model of a Multitasking Salesforce: Multidimensional Incentives and Plan Design," Cowles Foundation Discussion Papers 2199, Cowles Foundation for Research in Economics, Yale University.
  34. Yingyao Hu & Yi Xin, 2019. "Identi?cation and estimation of dynamic structural models with unobserved choices," CeMMAP working papers CWP35/19, Centre for Microdata Methods and Practice, Institute for Fiscal Studies.
  35. Long Gao, 2023. "Optimal Incentives for Salespeople with Learning Potential," Management Science, INFORMS, vol. 69(6), pages 3285-3296, June.
  36. Tat Y. Chan & Jia Li & Lamar Pierce, 2014. "Compensation and Peer Effects in Competing Sales Teams," Management Science, INFORMS, vol. 60(8), pages 1965-1984, August.
  37. A. Yeşim Orhun & Tong Guo & Andreas Hagemann, 2022. "Reaching for Gold: Frequent-Flyer Status Incentives and Moral Hazard," Marketing Science, INFORMS, vol. 41(3), pages 548-574, May.
  38. Marc Fischer & Hyun S. Shin & Dominique M. Hanssens, 2016. "Brand Performance Volatility from Marketing Spending," Management Science, INFORMS, vol. 62(1), pages 197-215, January.
  39. Tinglong Dai & Kinshuk Jerath, 2016. "Technical Note—Impact of Inventory on Quota-Bonus Contracts with Rent Sharing," Operations Research, INFORMS, vol. 64(1), pages 94-98, February.
  40. Xavier D'Haultfœuille & Philippe Février, 2020. "The provision of wage incentives: A structural estimation using contracts variation," Quantitative Economics, Econometric Society, vol. 11(1), pages 349-397, January.
  41. Pathak, Parag A. & Shi, Peng, 2021. "How well do structural demand models work? Counterfactual predictions in school choice," Journal of Econometrics, Elsevier, vol. 222(1), pages 161-195.
  42. Yu Hao & Hiroyuki Kasahara, 2024. "Conditional Choice Probability Estimation of Dynamic Discrete Choice Models with 2-period Finite Dependence," Papers 2405.12467, arXiv.org.
  43. Minkyung Kim & K. Sudhir & Kosuke Uetake, 2019. "A Structural Model of a Multitasking Salesforce: Multidimensional Incentives and Plan Design," Cowles Foundation Discussion Papers 2199R, Cowles Foundation for Research in Economics, Yale University, revised Apr 2021.
  44. Arzum Akkaş & Nachiketa Sahoo, 2020. "Reducing Product Expiration by Aligning Salesforce Incentives: A Data‐driven Approach," Production and Operations Management, Production and Operations Management Society, vol. 29(8), pages 1992-2009, August.
  45. Lizhen Xu & Jason A. Duan & Yu Jeffrey Hu & Yuan Cheng & Yan Zhu, 2019. "Forward-Looking Behavior in Mobile Data Consumption and Targeted Promotion Design: A Dynamic Structural Model," Information Systems Research, INFORMS, vol. 30(2), pages 616-635, June.
  46. Thomas Otter & Timothy J. Gilbride & Greg M. Allenby, 2011. "Testing Models of Strategic Behavior Characterized by Conditional Likelihoods," Marketing Science, INFORMS, vol. 30(4), pages 686-701, July.
  47. Hu, Yingyao & Xin, Yi, 2024. "Identification and estimation of dynamic structural models with unobserved choices," Journal of Econometrics, Elsevier, vol. 242(2).
  48. Haofeng Jin & Zhentong Lu, 2021. "Measuring the Effectiveness of Salespeople: Evidence from a Cold-Drink Market," Staff Working Papers 21-40, Bank of Canada.
  49. Maria Rouziou, 2019. "The contingent value of pay inequalities in sales organizations: integrating literatures in economics, management, and psychology," AMS Review, Springer;Academy of Marketing Science, vol. 9(3), pages 184-204, December.
  50. Cheng-Feng Cheng, 2012. "Evaluate the Effectiveness of Manager Compensation," International Journal of Business and Economics, School of Management Development, Feng Chia University, Taichung, Taiwan, vol. 11(1), pages 25-44, June.
  51. Arie, Guy, 2016. "Dynamic costs and moral hazard: A duality-based approach," Journal of Economic Theory, Elsevier, vol. 166(C), pages 1-50.
  52. Lamar Pierce & Alex Rees-Jones & Charlotte Blank, 2020. "The Negative Consequences of Loss-Framed Performance Incentives," NBER Working Papers 26619, National Bureau of Economic Research, Inc.
  53. Johannes Habel & Sascha Alavi & Nicolas Heinitz, 2023. "A theory of predictive sales analytics adoption," AMS Review, Springer;Academy of Marketing Science, vol. 13(1), pages 34-54, June.
  54. Robert Ridlon & Jiwoong Shin, 2013. "Favoring the Winner or Loser in Repeated Contests," Marketing Science, INFORMS, vol. 32(5), pages 768-785, September.
  55. Tat Y. Chan & Jia Li & Lamar Pierce, 2014. "Learning from Peers: Knowledge Transfer and Sales Force Productivity Growth," Marketing Science, INFORMS, vol. 33(4), pages 463-484, July.
  56. Doug J. Chung & Byungyeon Kim & Byoung G. Park, 2021. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training," Management Science, INFORMS, vol. 67(11), pages 7046-7074, November.
  57. Abeler, Johannes & Huffman, David B. & Raymond, Collin, 2023. "Incentive Complexity, Bounded Rationality and Effort Provision," IZA Discussion Papers 16284, Institute of Labor Economics (IZA).
  58. Nur Kaynar & Auyon Siddiq, 2023. "Estimating Effects of Incentive Contracts in Online Labor Platforms," Management Science, INFORMS, vol. 69(4), pages 2106-2126, April.
  59. Cai, Xiqian & Jiang, Wei & Song, Hong & Xie, Huihua, 2022. "Pay for performance schemes and manufacturing worker productivity: Evidence from a kinked design in China," Journal of Development Economics, Elsevier, vol. 156(C).
  60. Yael Karlinsky-Shichor & Oded Netzer, 2024. "Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach," Marketing Science, INFORMS, vol. 43(1), pages 138-157, January.
  61. Sebastian Galiani & Juan Pantano, 2021. "Structural Models: Inception and Frontier," NBER Working Papers 28698, National Bureau of Economic Research, Inc.
  62. Yeh, D. Adeline & Gomez, Miguel I. & Lin Lawell, C.-Y. Cynthia, 2020. "Sustainable Pest Management Under Uncertainty: A Dynamic Bioeconomic Analysis of Lowbush Blueberry Production," 2020 Annual Meeting, July 26-28, Kansas City, Missouri 304326, Agricultural and Applied Economics Association.
  63. Przemysław Jeziorski & Elena Krasnokutskaya & Olivia Ceccarini, 2019. "Skimming from the Bottom: Empirical Evidence of Adverse Selection When Poaching Customers," Marketing Science, INFORMS, vol. 38(4), pages 543-566, July.
  64. Pranav Jindal & Peter Newberry, 2022. "The Profitability of Revenue-Based Quotas Under Price Negotiation," Management Science, INFORMS, vol. 68(2), pages 917-940, February.
  65. Janssen, Aljoscha, 2020. "Switching Costs, Brand Premia and Behavioral Pricing in the Pharmaceutical Market," Working Paper Series 1317, Research Institute of Industrial Economics.
  66. Minkyung Kim & K. Sudhir & Kosuke Uetake, 2022. "A Structural Model of a Multitasking Salesforce: Incentives, Private Information, and Job Design," Management Science, INFORMS, vol. 68(6), pages 4602-4630, June.
  67. Carl F. Mela, 2011. "Structural Workshop Paper --Data Selection and Procurement," Marketing Science, INFORMS, vol. 30(6), pages 965-976, November.
  68. Eric J. Allen & Patricia M. Dechow & Devin G. Pope & George Wu, 2017. "Reference-Dependent Preferences: Evidence from Marathon Runners," Management Science, INFORMS, vol. 63(6), pages 1657-1672, June.
  69. V. Kumar & S. Sriram & Anita Luo & Pradeep K. Chintagunta, 2011. "Assessing the Effect of Marketing Investments in a Business Marketing Context," Marketing Science, INFORMS, vol. 30(5), pages 924-940, September.
  70. Tinglong Dai & Kinshuk Jerath, 2013. "Salesforce Compensation with Inventory Considerations," Management Science, INFORMS, vol. 59(11), pages 2490-2501, November.
  71. Steven Lu & Andre Bonfrer & Ranjit Voola, 2015. "Retaining Talented Salespeople," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 2(2), pages 148-164, June.
  72. Praveen K. Kopalle & Yacheng Sun & Scott A. Neslin & Baohong Sun & Vanitha Swaminathan, 2012. "The Joint Sales Impact of Frequency Reward and Customer Tier Components of Loyalty Programs," Marketing Science, INFORMS, vol. 31(2), pages 216-235, March.
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