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Salesforce Compensation with Inventory Considerations

Citations

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Cited by:

  1. Song, Zhuzhu & Tang, Wansheng & Zhao, Ruiqing, 2017. "Ocean carrier canvassing strategies with uncertain demand and limited capacity," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 104(C), pages 189-210.
  2. Zhaolin Li & Samuel N. Kirshner, 2021. "Salesforce Compensation and Two‐Sided Ambiguity: Robust Moral Hazard with Moment Information," Production and Operations Management, Production and Operations Management Society, vol. 30(9), pages 2944-2961, September.
  3. Binqing Xiao & Wenqiang Xiao, 2020. "Technical Note: Optimal Salesforce Compensation with Supply–Demand Mismatch Costs," Production and Operations Management, Production and Operations Management Society, vol. 29(1), pages 62-71, January.
  4. J. A. Garcia & Rosa Rodriguez-Sánchez & J. Fdez-Valdivia, 2021. "The interplay between the reviewer’s incentives and the journal’s quality standard," Scientometrics, Springer;Akadémiai Kiadó, vol. 126(4), pages 3041-3061, April.
  5. Li, Yanran & Li, Bo & Wang, Minxue & Liu, Yang, 2023. "Optimal sales strategies for an omni-channel manufacturer in livestreaming demonstration trends," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 180(C).
  6. 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.
  7. 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.
  8. Gah-Yi Ban, 2020. "Confidence Intervals for Data-Driven Inventory Policies with Demand Censoring," Operations Research, INFORMS, vol. 68(2), pages 309-326, March.
  9. 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.
  10. J. A. Garcia & Rosa Rodriguez-Sánchez & J. Fdez-Valdivia, 2020. "The author–reviewer game," Scientometrics, Springer;Akadémiai Kiadó, vol. 124(3), pages 2409-2431, September.
  11. 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.
  12. Francis de Véricourt & Denis Gromb, 2014. "Financing capacity investment under demand uncertainty," ESMT Research Working Papers ESMT-14-03, ESMT European School of Management and Technology.
  13. Fabio Römeis & Fabian Herweg & Daniel Müller, 2022. "Salience Bias and Overwork," Games, MDPI, vol. 13(1), pages 1-22, January.
  14. Hrabec, Dušan & Kučera, Jiří & Martinek, Pavel, 2023. "Marketing effort within the newsvendor problem framework: A systematic review and extensions of demand-effort and cost-effort formulations," International Journal of Production Economics, Elsevier, vol. 257(C).
  15. Anja Schöttner, 2017. "Optimal Sales Force Compensation in Dynamic Settings: Commissions vs. Bonuses," Management Science, INFORMS, vol. 63(5), pages 1529-1544, May.
  16. Kirkegaard, René, 2023. "Endogenous criteria for success," Journal of Economic Theory, Elsevier, vol. 214(C).
  17. Kräkel, Matthias & Schöttner, Anja, 2016. "Optimal sales force compensation," Journal of Economic Behavior & Organization, Elsevier, vol. 126(PA), pages 179-195.
  18. Francis de Véricourt & Denis Gromb, 2018. "Financing Capacity Investment Under Demand Uncertainty: An Optimal Contracting Approach," Manufacturing & Service Operations Management, INFORMS, vol. 20(1), pages 85-96, February.
  19. Huseyin Gurkan & Francis de Véricourt, 2020. "Contracting, pricing, and data collection under the AI flywheel effect," ESMT Research Working Papers ESMT-20-01_R2, ESMT European School of Management and Technology, revised 17 May 2021.
  20. Tian Bai & Samuel N. Kirshner & Meng Wu, 2021. "Managing Overconfident Newsvendors: A Target‐Setting Approach," Production and Operations Management, Production and Operations Management Society, vol. 30(11), pages 3967-3986, November.
  21. Yun Shin Lee & Enno Siemsen, 2017. "Task Decomposition and Newsvendor Decision Making," Management Science, INFORMS, vol. 63(10), pages 3226-3245, October.
  22. Xiaoyang Long & Javad Nasiry, 2020. "Wage Transparency and Social Comparison in Sales Force Compensation," Management Science, INFORMS, vol. 66(11), pages 5290-5315, November.
  23. 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.
  24. 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.
  25. 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.
  26. Long Gao, 2023. "Optimal Incentives for Salespeople with Learning Potential," Management Science, INFORMS, vol. 69(6), pages 3285-3296, June.
  27. 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.
  28. Kinshuk Jerath & Sang-Hyun Kim & Robert Swinney, 2017. "Product Quality in a Distribution Channel with Inventory Risk," Marketing Science, INFORMS, vol. 36(5), pages 747-761, September.
  29. Francis de Véricourt & Denis Gromb, 2019. "Financing Capacity with Stealing and Shirking," Management Science, INFORMS, vol. 65(11), pages 5128-5141, November.
  30. Osman Alp & Alper Şen, 2021. "Delegation of Stocking Decisions Under Asymmetric Demand Information," Manufacturing & Service Operations Management, INFORMS, vol. 23(1), pages 55-69, 1-2.
  31. Huseyin Gurkan & Francis de Véricourt, 2020. "Contracting, pricing, and data collection under the AI flywheel effect," ESMT Research Working Papers ESMT-20-01_R3, ESMT European School of Management and Technology, revised 17 Aug 2021.
  32. Huseyin Gurkan & Francis de Véricourt, 2022. "Contracting, Pricing, and Data Collection Under the AI Flywheel Effect," Management Science, INFORMS, vol. 68(12), pages 8791-8808, December.
  33. Tianqin Shi & Dilip Chhajed & Zhixi Wan & Yunchuan Liu, 2020. "Distribution Channel Choice and Divisional Conflict in Remanufacturing Operations," Production and Operations Management, Production and Operations Management Society, vol. 29(7), pages 1702-1719, July.
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