IDEAS home Printed from https://ideas.repec.org/r/inm/ormksc/v23y2004i1p21-27.html
   My bibliography  Save this item

Centralized Pricing Versus Delegating Pricing to the Salesforce Under Information Asymmetry

Citations

Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
as


Cited by:

  1. Fangruo Chen & Guoming Lai & Wenqiang Xiao, 2016. "Provision of Incentives for Information Acquisition: Forecast-Based Contracts vs. Menus of Linear Contracts," Management Science, INFORMS, vol. 62(7), pages 1899-1914, July.
  2. 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.
  3. Pavan Rao Chennamaneni & Ramarao Desiraju, 2011. "Comarketing Alliances: Should You Contract on Actions or Outcomes?," Management Science, INFORMS, vol. 57(4), pages 752-762, April.
  4. Jian Chen & He Huang & Liming Liu & Hongyan Xu, 2021. "Price Delegation or Not? The Effect of Heterogeneous Sales Agents," Production and Operations Management, Production and Operations Management Society, vol. 30(5), pages 1350-1364, May.
  5. Sandro Shelegia & Joshua Sherman, 2022. "Bargaining at Retail Stores: Evidence from Vienna," Management Science, INFORMS, vol. 68(1), pages 27-36, January.
  6. Matthias Kräkel & Anja Schöttner, 2020. "Delegating Pricing Authority to Sales Agents: The Impact of Kickbacks," Management Science, INFORMS, vol. 66(6), pages 2686-2705, June.
  7. Long Gao, 2023. "Optimal Incentives for Salespeople with Learning Potential," Management Science, INFORMS, vol. 69(6), pages 3285-3296, June.
  8. 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.
  9. Sumitro Banerjee & Alex P. Thevaranjan, 2019. "Targeting and salesforce compensation: When sales spill over to unprofitable customers," Quantitative Marketing and Economics (QME), Springer, vol. 17(1), pages 81-104, March.
  10. Robert Phillips & A. Serdar Şimşek & Garrett van Ryzin, 2015. "The Effectiveness of Field Price Discretion: Empirical Evidence from Auto Lending," Management Science, INFORMS, vol. 61(8), pages 1741-1759, August.
  11. Zhen Zhang & Songtao Zhang & Mingshi Yue, 2021. "Joint pricing and replenishment policies for risk‐averse retailers under duopolistic competition," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 42(7), pages 1849-1864, October.
  12. Sumitro Banerjee & Alex P. Thevaranjan, 2013. "How to deal with unprofitable customers? A salesforce compensation perspective," ESMT Research Working Papers ESMT-13-05, ESMT European School of Management and Technology.
  13. Noah Lim & Sung H. Ham, 2014. "Relationship Organization and Price Delegation: An Experimental Study," Management Science, INFORMS, vol. 60(3), pages 586-605, March.
  14. Ling‐Chieh Kung & Ying‐Ju Chen, 2011. "Monitoring the market or the salesperson? The value of information in a multilayer supply chain," Naval Research Logistics (NRL), John Wiley & Sons, vol. 58(8), pages 743-762, December.
  15. Frenzen, Heiko & Hansen, Ann-Kristin & Krafft, Manfred & Mantrala, Murali K. & Schmidt, Simone, 2010. "Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 58-68.
  16. Gabrielsen, Tommy Staahl & Roth, Stefan, 2009. "Delegated bargaining in distribution channels," Australasian marketing journal, Elsevier, vol. 17(3), pages 133-141.
  17. Hallberg, Niklas L., 2018. "Managing value appropriation in buyer–supplier relationships: The role of commercial decision resources," European Management Journal, Elsevier, vol. 36(1), pages 125-134.
  18. Lin Hao & Yong Tan, 2019. "Who Wants Consumers to Be Informed? Facilitating Information Disclosure in a Distribution Channel," Service Science, INFORMS, vol. 30(1), pages 34-49, March.
  19. Yan Dong & Yuliang Yao & Tony Haitao Cui, 2011. "When Acquisition Spoils Retention: Direct Selling vs. Delegation Under CRM," Management Science, INFORMS, vol. 57(7), pages 1288-1299, July.
  20. Palsule-Desai, Omkar D., 2021. "Multi-product supply networks: Implications of intermediaries," European Journal of Operational Research, Elsevier, vol. 292(3), pages 909-929.
  21. Kirkegaard, René, 2023. "Endogenous criteria for success," Journal of Economic Theory, Elsevier, vol. 214(C).
  22. Birendra K. Mishra & Ashutosh Prasad, 2005. "Delegating Pricing Decisions in Competitive Markets with Symmetric and Asymmetric Information," Marketing Science, INFORMS, vol. 24(3), pages 490-497, March.
  23. Yan, Ruiliang & Ghose, Sanjoy, 2010. "Forecast information and traditional retailer performance in a dual-channel competitive market," Journal of Business Research, Elsevier, vol. 63(1), pages 77-83, January.
  24. Stephan M. Liozu, 2018. "Designing salesforce compensation programs to improve pricing execution," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 17(1), pages 11-19, February.
  25. Steven M. Shugan, 2005. "Marketing and Designing Transaction Games," Marketing Science, INFORMS, vol. 24(4), pages 525-530.
  26. Dai, Yue & Chao, Xiuli, 2016. "Price delegation and salesforce contract design with asymmetric risk aversion coefficient of sales agents," International Journal of Production Economics, Elsevier, vol. 172(C), pages 31-42.
  27. Bharadwaj Kadiyala & Robert Phillips & A. Serdar Şimşek & Garrett van Ryzin, 2023. "Predicting transaction outcomes under customized pricing with discretion: A structural estimation approach," Production and Operations Management, Production and Operations Management Society, vol. 32(6), pages 1654-1673, June.
IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.