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Salesforce Compensation Plans in Environments with Asymmetric Information

Citations

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Cited by:

  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. Darmon, Rene Y., 2002. "Salespeople's management of customer information: Impact on optimal territory and sales force sizes," European Journal of Operational Research, Elsevier, vol. 137(1), pages 162-176, February.
  3. Fangruo Chen, 2000. "Sales-Force Incentives and Inventory Management," Manufacturing & Service Operations Management, INFORMS, vol. 2(2), pages 186-202, February.
  4. Juanjuan Zhang, 2016. "Deadlines in Product Development," Management Science, INFORMS, vol. 62(11), pages 3310-3326, November.
  5. 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.
  6. Fangruo Chen, 2005. "Salesforce Incentives, Market Information, and Production/Inventory Planning," Management Science, INFORMS, vol. 51(1), pages 60-75, January.
  7. Ayc{s}e Kocab{i}y{i}kou{g}lu & Ioana Popescu, 2007. "Managerial Motivation Dynamics and Incentives," Management Science, INFORMS, vol. 53(5), pages 834-848, May.
  8. 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.
  9. Anil Gaba & Ajay Kalra, 1999. "Risk Behavior in Response to Quotas and Contests," Marketing Science, INFORMS, vol. 18(3), pages 417-434.
  10. 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.
  11. Albers, Sonke, 1996. "Optimization models for salesforce compensation," European Journal of Operational Research, Elsevier, vol. 89(1), pages 1-17, February.
  12. Preyas S. Desai, 2001. "Quality Segmentation in Spatial Markets: When Does Cannibalization Affect Product Line Design?," Marketing Science, INFORMS, vol. 20(3), pages 265-283, August.
  13. Vishal Narayan & Vrinda Kadiyali, 2016. "Repeated Interactions and Improved Outcomes: An Empirical Analysis of Movie Production in the United States," Management Science, INFORMS, vol. 62(2), pages 591-607, February.
  14. 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.
  15. Kissan Joseph & Alex Thevaranjan, 1998. "Monitoring and Incentives in Sales Organizations: An Agency-Theoretic Perspective," Marketing Science, INFORMS, vol. 17(2), pages 107-123.
  16. Qidan Hu & Ying Peng & Chunxiang Guo & Dong Cai & Peiyang Su, 2019. "Dynamic Incentive Mechanism Design for Recycling Construction and Demolition Waste under Dual Information Asymmetry," Sustainability, MDPI, vol. 11(10), pages 1-24, May.
  17. Panos Kouvelis & Duo Shi, 2020. "Who Should Compensate the Sales Agent in a Distribution Channel?," Production and Operations Management, Production and Operations Management Society, vol. 29(11), pages 2437-2460, November.
  18. Steven M. Shugan, 2007. "—Causality, Unintended Consequences and Deducing Shared Causes," Marketing Science, INFORMS, vol. 26(6), pages 731-741, 11-12.
  19. 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.
  20. John Rust & Richard Staelin, 2011. "Rust’s and Staelin’s Comments on: “A structural model of sales force compensation dynamics: estimation and field implementation” by Sanjog Misra and Harikesh Nair," Quantitative Marketing and Economics (QME), Springer, vol. 9(3), pages 259-265, September.
  21. 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.
  22. Holtrop, Niels & Wieringa, Jakob & Gijsenberg, Maarten & Stern, P., 2016. "Competitive reactions to personal selling," Research Report 16004-MARK, University of Groningen, Research Institute SOM (Systems, Organisations and Management).
  23. Long Gao, 2023. "Optimal Incentives for Salespeople with Learning Potential," Management Science, INFORMS, vol. 69(6), pages 3285-3296, June.
  24. Theofanis Tsoulouhas, 2017. "Do tournaments solve the adverse selection problem?," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 26(3), pages 675-690, September.
  25. Sanjog Misra & Anne Coughlan & Chakravarthi Narasimhan, 2005. "Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approach," Quantitative Marketing and Economics (QME), Springer, vol. 3(1), pages 5-39, January.
  26. 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.
  27. Murali Mantrala & Sönke Albers & Fabio Caldieraro & Ove Jensen & Kissan Joseph & Manfred Krafft & Chakravarthi Narasimhan & Srinath Gopalakrishna & Andris Zoltners & Rajiv Lal & Leonard Lodish, 2010. "Sales force modeling: State of the field and research agenda," Marketing Letters, Springer, vol. 21(3), pages 255-272, September.
  28. Mrinal Ghosh & George John, 2000. "Experimental Evidence for Agency Models of Salesforce Compensation," Marketing Science, INFORMS, vol. 19(4), pages 348-365, August.
  29. Pradeep Bhardwaj, 2001. "Delegating Pricing Decisions," Marketing Science, INFORMS, vol. 20(2), pages 143-169, September.
  30. 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.
  31. Kyle Hyndman & Santiago Kraiselburd & Noel Watson, 2013. "Aligning Capacity Decisions in Supply Chains When Demand Forecasts Are Private Information: Theory and Experiment," Manufacturing & Service Operations Management, INFORMS, vol. 15(1), pages 102-117, March.
  32. Øystein Foros & Kåre P. Hagen & Hans Jarle Kind, 2009. "Price-Dependent Profit Sharing as a Channel Coordination Device," Management Science, INFORMS, vol. 55(8), pages 1280-1291, August.
  33. Leon Yang Chu & Guoming Lai, 2013. "Salesforce Contracting Under Demand Censorship," Manufacturing & Service Operations Management, INFORMS, vol. 15(2), pages 320-334, May.
  34. Milind G. Sohoni & Achal Bassamboo & Sunil Chopra & Usha Mohan & Nuri Sendil, 2010. "Threshold incentives over multiple periods and the sales hockey stick phenomenon," Naval Research Logistics (NRL), John Wiley & Sons, vol. 57(6), pages 503-518, September.
  35. Longyuan Du & Ming Hu & Jiahua Wu, 2022. "Sales Effort Management Under All-or-Nothing Constraint," Management Science, INFORMS, vol. 68(7), pages 5109-5126, July.
  36. Baojun Jiang & Kinshuk Jerath & Kannan Srinivasan, 2011. "Firm Strategies in the "Mid Tail" of Platform-Based Retailing," Marketing Science, INFORMS, vol. 30(5), pages 757-775, September.
  37. Banker, Rajiv D. & Lee, Seok-Young & Potter, Gordon, 1996. "A field study of the impact of a performance-based incentive plan," Journal of Accounting and Economics, Elsevier, vol. 21(2), pages 195-226, April.
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