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Technical Note—Delegating Pricing Responsibility to the Salesforce
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Cited by:
- 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.
- Jagmohan S. Raju & Abhik Roy, 2000. "Market Information and Firm Performance," Management Science, INFORMS, vol. 46(8), pages 1075-1084, August.
- Kursad Asdemir & Nanda Kumar & Varghese S. Jacob, 2012. "Pricing Models for Online Advertising: CPM vs. CPC," Information Systems Research, INFORMS, vol. 23(3-part-1), pages 804-822, September.
- Lee, Chung-Yee & Yang, Ruina, 2013. "Compensation plan for competing salespersons under asymmetric information," European Journal of Operational Research, Elsevier, vol. 227(3), pages 570-580.
- Soroush Saghafian & Xiuli Chao, 2014. "The impact of operational decisions on the design of salesforce incentives," Naval Research Logistics (NRL), John Wiley & Sons, vol. 61(4), pages 320-340, June.
- 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.
- 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.
- Noah Lim & Sung H. Ham, 2014. "Relationship Organization and Price Delegation: An Experimental Study," Management Science, INFORMS, vol. 60(3), pages 586-605, March.
- 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.
- 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.
- Kirkegaard, René, 2023. "Endogenous criteria for success," Journal of Economic Theory, Elsevier, vol. 214(C).
- 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.
- Fangruo Chen, 2000. "Sales-Force Incentives and Inventory Management," Manufacturing & Service Operations Management, INFORMS, vol. 2(2), pages 186-202, February.
- Pranav Jindal & Peter Newberry, 2022. "The Profitability of Revenue-Based Quotas Under Price Negotiation," Management Science, INFORMS, vol. 68(2), pages 917-940, February.
- 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.
- Spulber, Daniel F, 1992.
"Economic Analysis and Management Strategy: A Survey,"
Journal of Economics & Management Strategy, Wiley Blackwell, vol. 1(3), pages 535-574, Fall.
- Daniel F. Spulber, 1992. "Economic Analysis And Management Strategy: A Survey," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 1(3), pages 535-574, September.
- Pradeep Bhardwaj, 2001. "Delegating Pricing Decisions," Marketing Science, INFORMS, vol. 20(2), pages 143-169, September.
- Yousefimanesh, Niloofar & Bos, Iwan & Vermeulen, Dries, 2023. "Strategic rationing in Stackelberg games," Games and Economic Behavior, Elsevier, vol. 140(C), pages 529-555.
- Gal-Or, Esther & Amit, Raphael, 1998. "Does empowerment lead to higher quality and profitability?," Journal of Economic Behavior & Organization, Elsevier, vol. 36(4), pages 411-431, September.
- Wilken, Robert & Cornelißen, Markus & Backhaus, Klaus & Schmitz, Christian, 2010. "Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 69-82.
- Iwan Bos & Ronald Peeters, 2023.
"Price Competition in a Vertizontally Differentiated Duopoly,"
Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 62(3), pages 219-239, May.
- Bos, Iwan & Peeters, Ronald, 2019. "Price Competition in a Vertizontally Differentiated Duopoly," Research Memorandum 017, Maastricht University, Graduate School of Business and Economics (GSBE).
- Birendra K. Mishra & Ashutosh Prasad, 2004. "Centralized Pricing Versus Delegating Pricing to the Salesforce Under Information Asymmetry," Marketing Science, INFORMS, vol. 23(1), pages 21-27, January.
- 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.
- Sandro Shelegia & Joshua Sherman, 2022. "Bargaining at Retail Stores: Evidence from Vienna," Management Science, INFORMS, vol. 68(1), pages 27-36, January.
- 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.
- Sridhar Balasubramanian & Pradeep Bhardwaj, 2004. "When Not All Conflict Is Bad: Manufacturing-Marketing Conflict and Strategic Incentive Design," Management Science, INFORMS, vol. 50(4), pages 489-502, April.
- Sascha Alavi & Johannes Habel & Paolo Guenzi & Jan Wieseke, 2018. "The role of leadership in salespeople’s price negotiation behavior," Journal of the Academy of Marketing Science, Springer, vol. 46(4), pages 703-724, July.
- Gabrielsen, Tommy Staahl & Roth, Stefan, 2009. "Delegated bargaining in distribution channels," Australasian marketing journal, Elsevier, vol. 17(3), pages 133-141.
- 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.
- 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.
- Fangruo Chen, 2005. "Salesforce Incentives, Market Information, and Production/Inventory Planning," Management Science, INFORMS, vol. 51(1), pages 60-75, January.
- 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.
- Magnus Johansson & Göran Olsson & Linn Andersson, 2017. "Value creation character and value assessment responsibility," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 16(1), pages 56-75, February.
- Zeng, Xiaohua & Dasgupta, Srabana & Weinberg, Charles B., 2014. "The effects of a “no-haggle” channel on marketing strategies," International Journal of Research in Marketing, Elsevier, vol. 31(4), pages 434-443.