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Compensation Plans for Single- and Multi-Product Salesforces: An Application of the Holmstrom-Milgrom Model

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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. Sanjay Jain, 2012. "Self-Control and Incentives: An Analysis of Multiperiod Quota Plans," Marketing Science, INFORMS, vol. 31(5), pages 855-869, September.
  3. Bicheng Yang & Tat Chan & Raphael Thomadsen, 2019. "A Salesforce-Driven Model of Consumer Choice," Marketing Science, INFORMS, vol. 38(5), pages 871-887, September.
  4. Sanjog Misra & Harikesh Nair, 2011. "A structural model of sales-force compensation dynamics: Estimation and field implementation," Quantitative Marketing and Economics (QME), Springer, vol. 9(3), pages 211-257, September.
  5. Legros, Benjamin, 2022. "The principal-agent problem for service rate event-dependency," European Journal of Operational Research, Elsevier, vol. 297(3), pages 949-963.
  6. Ian Larkin, 2014. "The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales," Journal of Labor Economics, University of Chicago Press, vol. 32(2), pages 199-227.
  7. David B. Balkin & Jérôme Côté & Michel Tremblay, 1998. "Explaining Sales Pay Strategy Using Agency, Transaction Cost and Resource Dependence Theories," CIRANO Working Papers 98s-28, CIRANO.
  8. Bergmann, Rouven & Friedl, Gunther, 2008. "Controlling innovative projects with moral hazard and asymmetric information," Research Policy, Elsevier, vol. 37(9), pages 1504-1514, October.
  9. Tzioumis, Konstantinos & Gee, Matthew, 2013. "Nonlinear incentives and mortgage officers’ decisions," Journal of Financial Economics, Elsevier, vol. 107(2), pages 436-453.
  10. Leon Yang Chu & Guoming Lai, 2013. "Salesforce Contracting Under Demand Censorship," Manufacturing & Service Operations Management, INFORMS, vol. 15(2), pages 320-334, May.
  11. Naresh Bansal & Kissan Bansal & Minghui Ma & M. Babajide Wintoki, 2017. "Do CMO Incentives Matter? An Empirical Investigation of CMO Compensation and Its Impact on Firm Performance," Management Science, INFORMS, vol. 63(6), pages 1993-2015, June.
  12. Maximilian Jung & Christian Riegler, 1999. "Accounting information, salesforce compensation and acquisition of new customers," European Accounting Review, Taylor & Francis Journals, vol. 8(3), pages 421-441.
  13. Kissan Joseph & Alex Thevaranjan, 1998. "Monitoring and Incentives in Sales Organizations: An Agency-Theoretic Perspective," Marketing Science, INFORMS, vol. 17(2), pages 107-123.
  14. Tinglong Dai & Kinshuk Jerath, 2019. "Salesforce Contracting Under Uncertain Demand and Supply: Double Moral Hazard and Optimality of Smooth Contracts," Marketing Science, INFORMS, vol. 38(5), pages 852-870, September.
  15. 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.
  16. 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.
  17. Krafft, Manfred, 1997. "An empirical investigation of the antecedents of salesforce control systems," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 454, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  18. 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.
  19. 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.
  20. Julio J. Rotemberg, 2010. "Persuasion and empathy in salesperson-customer interactions," NBER Working Papers 15975, National Bureau of Economic Research, Inc.
  21. Benjamin Legros, 2022. "The principal-agent problem for service rate event-dependency," Post-Print hal-03605421, HAL.
  22. 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.
  23. 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.
  24. Alex Thevaranjan & Kissan Joseph, 1999. "Incentives and job redesign: the case of the personal selling function," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 20(4), pages 205-216.
  25. 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.
  26. 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.
  27. Baixun Li & Meng Li & Chao Liang, 2023. "Cry‐wolf syndrome in recommendation," Production and Operations Management, Production and Operations Management Society, vol. 32(2), pages 347-358, February.
  28. Amit Mehra & Rajiv Dewan & Marshall Freimer, 2011. "Firms as Incubators of Open-Source Software," Information Systems Research, INFORMS, vol. 22(1), pages 22-38, March.
  29. Anja Schöttner, 2017. "Optimal Sales Force Compensation in Dynamic Settings: Commissions vs. Bonuses," Management Science, INFORMS, vol. 63(5), pages 1529-1544, May.
  30. Kräkel, Matthias & Schöttner, Anja, 2016. "Optimal sales force compensation," Journal of Economic Behavior & Organization, Elsevier, vol. 126(PA), pages 179-195.
  31. Mullins, Ryan & Swain, Scott & Friend, Scott B., 2023. "How and should firms motivate salesperson effort across a Multi-Brand Portfolio?," Journal of Business Research, Elsevier, vol. 158(C).
  32. Krafft, Manfred, 1995. "Handelsvertreter oder Reisende? Eine Überprüfung von Hypothesen der neuen Institutionenlehre zur Absatzformwahl," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 370, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  33. Fangruo Chen, 2000. "Sales-Force Incentives and Inventory Management," Manufacturing & Service Operations Management, INFORMS, vol. 2(2), pages 186-202, February.
  34. Albers, Sonke, 1996. "Optimization models for salesforce compensation," European Journal of Operational Research, Elsevier, vol. 89(1), pages 1-17, February.
  35. 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.
  36. Evrim D. Günec{s} & O. Zeynep Akc{s}in, 2004. "Value Creation in Service Delivery: Relating Market Segmentation, Incentives, and Operational Performance," Manufacturing & Service Operations Management, INFORMS, vol. 6(4), pages 338-357, May.
  37. Sanjog Misra & Harikesh Nair, 2011. "A structural model of salesforce compensation dynamics: Response to Profs. Rust and Staelin," Quantitative Marketing and Economics (QME), Springer, vol. 9(3), pages 267-273, September.
  38. Hauser, John R. & Simester, Duncan I. & Wernerfelt, Birger., 1995. "Internal customers and internal suppliers," Working papers 3759-95. WP (Internationa, Massachusetts Institute of Technology (MIT), Sloan School of Management.
  39. Thomas Steenburgh, 2008. "Effort or timing: The effect of lump-sum bonuses," Quantitative Marketing and Economics (QME), Springer, vol. 6(3), pages 235-256, September.
  40. Erica L. Plambeck & Stefanos A. Zenios, 2003. "Incentive Efficient Control of a Make-to-Stock Production System," Operations Research, INFORMS, vol. 51(3), pages 371-386, June.
  41. 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.
  42. Olivier Rubel & Ashutosh Prasad, 2016. "Dynamic Incentives in Sales Force Compensation," Marketing Science, INFORMS, vol. 35(4), pages 676-689, July.
  43. T. S. Raghu & B. Jayaraman & H. R. Rao, 2004. "Toward an Integration of Agent- and Activity-Centric Approaches in Organizational Process Modeling: Incorporating Incentive Mechanisms," Information Systems Research, INFORMS, vol. 15(4), pages 316-335, December.
  44. Joseph, Kissan & Thevaranjan, Alex, 2008. "Investigating pricing solutions to combat spam: Postage stamp and bonded senders," Journal of Interactive Marketing, Elsevier, vol. 22(1), pages 21-35.
  45. Xiaoyang Long & Javad Nasiry, 2020. "Wage Transparency and Social Comparison in Sales Force Compensation," Management Science, INFORMS, vol. 66(11), pages 5290-5315, November.
  46. Fabio Caldieraro & Anne T. Coughlan, 2009. "Optimal Sales Force Diversification and Group Incentive Payments," Marketing Science, INFORMS, vol. 28(6), pages 1009-1026, 11-12.
  47. Lee, Dong-Joo & Ahn, Jae-Hyeon, 2007. "Reward systems for intra-organizational knowledge sharing," European Journal of Operational Research, Elsevier, vol. 180(2), pages 938-956, July.
  48. Fabio Caldieraro & Anne T. Coughlan, 2007. "Spiffed-Up Channels: The Role of Spiffs in Hierarchical Selling Organizations," Marketing Science, INFORMS, vol. 26(1), pages 31-51, 01-02.
  49. 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.
  50. Rajiv Banker & Seok-Young Lee & Gordon Potter & Dhinu Srinivasan, 2010. "The impact of supervisory monitoring on high-end retail sales productivity," Annals of Operations Research, Springer, vol. 173(1), pages 25-37, January.
  51. 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.
  52. Lee, Jun-Yeon & Schwarz, Leroy B., 2007. "Leadtime reduction in a (Q,r) inventory system: An agency perspective," International Journal of Production Economics, Elsevier, vol. 105(1), pages 204-212, January.
  53. Hans Gersbach, 1998. "On the Equivalence of General and Specific Control in Organizations," Management Science, INFORMS, vol. 44(5), pages 730-737, May.
  54. Sanjay Jain & Kun Qian, 2021. "Compensating Online Content Producers: A Theoretical Analysis," Management Science, INFORMS, vol. 67(11), pages 7075-7090, November.
  55. Francisco Brahm & Joaquin Poblete, 2018. "Incentives and Ratcheting in a Multiproduct Firm: A Field Experiment," Management Science, INFORMS, vol. 64(10), pages 4552-4571, October.
  56. Robert A. Shumsky & Edieal J. Pinker, 2003. "Gatekeepers and Referrals in Services," Management Science, INFORMS, vol. 49(7), pages 839-856, July.
  57. 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.
  58. (Ryan) Choi, Ji-Hung & Yoon, Jiho & Song, Ju Myung, 2023. "Adaptive R&D contract for urgently needed drugs: Lessons from COVID-19 vaccine development," Omega, Elsevier, vol. 114(C).
  59. 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.
  60. Albers, Sönke & Krafft, Manfred, 1995. "Zur relativen Aussagekraft und Eignung von Ansätzen der neuen Institutionenlehre für die Absatzformwahl sowie die Entlohnung von Verkaufsaußendienstmitarbeitern," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 375, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
  61. 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.
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