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A Theory of Sales Quotas with Limited Liability and Rent Sharing
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- Fabian Herweg & Daniel Muller & Philipp Weinschenk, 2010.
"Binary Payment Schemes: Moral Hazard and Loss Aversion,"
American Economic Review, American Economic Association, vol. 100(5), pages 2451-2477, December.
- Herweg, Fabian & Müller, Daniel & Weinschenk, Philipp, 2010. "Binary payment schemes: Moral hazard and loss aversion," Munich Reprints in Economics 19450, University of Munich, Department of Economics.
- Fabian Herweg & Daniel Müller & Philipp Weinschenk, 2010. "Binary Payment Schemes: Moral Hazard and Loss Aversion," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2010_38, Max Planck Institute for Research on Collective Goods.
- Sanjay Jain, 2012. "Self-Control and Incentives: An Analysis of Multiperiod Quota Plans," Marketing Science, INFORMS, vol. 31(5), pages 855-869, September.
- Imhof, Lorens & Kräkel, Matthias, 2014.
"Bonus pools and the informativeness principle,"
European Economic Review, Elsevier, vol. 66(C), pages 180-191.
- Imhof, Lorens & Kräkel, Matthias, 2013. "Bonus Pools and the Informativeness Principle," Discussion Paper Series of SFB/TR 15 Governance and the Efficiency of Economic Systems 413, Free University of Berlin, Humboldt University of Berlin, University of Bonn, University of Mannheim, University of Munich.
- Quintero Jaramillo, Jose E., 2004. "Moral hazard in teams with limited punishments and multiple outputs," DEE - Working Papers. Business Economics. WB wb040705, Universidad Carlos III de Madrid. Departamento de EconomÃa de la Empresa.
- Victor Gonzalez-Jimenez & Patricio S. Dalton & Charles N. Noussair, 2019.
"The Dark Side of Monetary Bonuses: Theory and Experimental Evidence,"
Vienna Economics Papers
vie1909, University of Vienna, Department of Economics.
- Gonzalez-Jimenez, Victor & Dalton, Patricio & Noussair, Charles, 2020. "The Dark Side of Monetary Bonuses : Theory and Experimental Evidence," Other publications TiSEM 6fd45043-6d88-4b77-807f-5, Tilburg University, School of Economics and Management.
- Gonzalez-Jimenez, Victor & Dalton, Patricio & Noussair, Charles, 2020. "The Dark Side of Monetary Bonuses : Theory and Experimental Evidence," Discussion Paper 2020-001, Tilburg University, Center for Economic Research.
- Minkyung Kim & K. Sudhir & Kosuke Uetake & Rodrigo Canales, 2016. "Multidimensional Sales Incentives in CRM Settings: Customer Adverse Selection and Moral Hazard," Cowles Foundation Discussion Papers 2085, Cowles Foundation for Research in Economics, Yale University.
- Martinez, Leonardo, 2009.
"A theory of political cycles,"
Journal of Economic Theory, Elsevier, vol. 144(3), pages 1166-1186, May.
- Leonardo Martinez, 2008. "A theory of political cycles," Working Paper 05-04, Federal Reserve Bank of Richmond.
- 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.
- Misra, Sanjog & Nair, Harikesh, 2009. "A Structural Model of Sales-Force Compensation Dynamics: Estimation and Field Implementation," Research Papers 2037, Stanford University, Graduate School of Business.
- Alison E. Weingarden, 2017. "Employment Dynamics in a Signaling Model with Workers' Incentives," Finance and Economics Discussion Series 2017-040, Board of Governors of the Federal Reserve System (U.S.).
- 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.
- Leon Yang Chu & Guoming Lai, 2013. "Salesforce Contracting Under Demand Censorship," Manufacturing & Service Operations Management, INFORMS, vol. 15(2), pages 320-334, May.
- 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.
- Green, Colin P. & Heywood, John S., 2010.
"Profit sharing and the quality of relations with the boss,"
Labour Economics, Elsevier, vol. 17(5), pages 859-867, October.
- C Green & J S Heywood, 2008. "Profit Sharing and the Quality of Relations with the Boss," Working Papers 596078, Lancaster University Management School, Economics Department.
- Inés Macho-Stadler & David Pérez-Castrillo, 2018.
"Moral hazard: Base models and two extensions,"
Chapters, in: Luis C. Corchón & Marco A. Marini (ed.), Handbook of Game Theory and Industrial Organization, Volume I, chapter 16, pages 453-485,
Edward Elgar Publishing.
- Inés Macho-Stadler & David Pérez-Castrillo, 2016. "Moral Hazard: Base Models and Two Extensions," Working Papers 883, Barcelona School of Economics.
- Ines Macho-Stadler & David Pérez-Castrillo, 2016. "Moral Hazard: Base Models and Two Extensions," CESifo Working Paper Series 5851, CESifo.
- Niladri Syam & James Hess & Ying Yang, 2013. "Sales contests versus quotas with imbalanced territories," Marketing Letters, Springer, vol. 24(3), pages 229-244, September.
- 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.
- 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.
- 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.
- 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.
- 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.
- Neda Ebrahim Khanjari & Seyed Iravani & Hyoduk Shin, 2014. "The Impact of the Manufacturer-Hired Sales Agent on a Supply Chain with Information Asymmetry," Manufacturing & Service Operations Management, INFORMS, vol. 16(1), pages 76-88, February.
- 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.
- Anja Schöttner, 2017. "Optimal Sales Force Compensation in Dynamic Settings: Commissions vs. Bonuses," Management Science, INFORMS, vol. 63(5), pages 1529-1544, May.
- Kirkegaard, René, 2023. "Endogenous criteria for success," Journal of Economic Theory, Elsevier, vol. 214(C).
- Cai, Xiqian & Jiang, Wei & Song, Hong & Xie, Huihua, 2022. "Pay for performance schemes and manufacturing worker productivity: Evidence from a kinked design in China," Journal of Development Economics, Elsevier, vol. 156(C).
- Kräkel, Matthias & Schöttner, Anja, 2016.
"Optimal sales force compensation,"
Journal of Economic Behavior & Organization, Elsevier, vol. 126(PA), pages 179-195.
- Matthias Kräkel & Anja Schöttner, 2014. "Optimal Sales Force Compensation," Working Paper Series of the Department of Economics, University of Konstanz 2014-09, Department of Economics, University of Konstanz.
- 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.
- Levenson, Alec R. & Zoghi, Cindy & Gibbs, Michael & Benson, George, 2011. "Optimizing Incentive Plan Design: A Case Study," IZA Discussion Papers 5985, Institute of Labor Economics (IZA).
- Fan Wu, 2024. "Incentivizing Information Acquisition," Papers 2410.13978, arXiv.org, revised Nov 2024.
- Ulbricht, Robert, 2016.
"Optimal delegated search with adverse selection and moral hazard,"
Theoretical Economics, Econometric Society, vol. 11(1), January.
- Ulbricht, Robert, 2014. "Optimal Delegated Search with Adverse Selection and Moral Hazard," TSE Working Papers 14-475, Toulouse School of Economics (TSE).
- Ulbricht, Robert, 2014. "Optimal Delegated Search with Adverse Selection and Moral Hazard," Discussion Paper Series of SFB/TR 15 Governance and the Efficiency of Economic Systems 462, Free University of Berlin, Humboldt University of Berlin, University of Bonn, University of Mannheim, University of Munich.
- Boosey, Luke & Goerg, Sebastian, 2020.
"The timing of discretionary bonuses – effort, signals, and reciprocity,"
Games and Economic Behavior, Elsevier, vol. 124(C), pages 254-280.
- Boosey, Luke & Goerg, Sebastian J., 2018. "The Timing of Discretionary Bonuses: Effort, Signals, and Reciprocity," IZA Discussion Papers 11580, Institute of Labor Economics (IZA).
- Minkyung Kim & K. Sudhir & Kosuke Uetake, 2022. "A Structural Model of a Multitasking Salesforce: Incentives, Private Information, and Job Design," Management Science, INFORMS, vol. 68(6), pages 4602-4630, June.
- J. A. Garcia & Rosa Rodriguez-Sánchez & J. Fdez-Valdivia, 2021. "Quality censoring in peer review," Scientometrics, Springer;Akadémiai Kiadó, vol. 126(1), pages 825-830, January.
- Sanjay Jain, 2009. "Self-Control and Optimal Goals: A Theoretical Analysis," Marketing Science, INFORMS, vol. 28(6), pages 1027-1045, 11-12.
- Victor Gonzalez-Jimenez & Patricio S. Dalton & Charles N. Noussair, 2019.
"The Dark Side of Monetary Bonuses: Theory and Experimental Evidence,"
Vienna Economics Papers
1909, University of Vienna, Department of Economics.
- Gonzalez-Jimenez, Victor & Dalton, Patricio & Noussair, Charles, 2020. "The Dark Side of Monetary Bonuses : Theory and Experimental Evidence," Other publications TiSEM 6fd45043-6d88-4b77-807f-5, Tilburg University, School of Economics and Management.
- Gonzalez-Jimenez, Victor & Dalton, Patricio & Noussair, Charles, 2020. "The Dark Side of Monetary Bonuses : Theory and Experimental Evidence," Discussion Paper 2020-001, Tilburg University, Center for Economic Research.
- Tinglong Dai & Kinshuk Jerath, 2013. "Salesforce Compensation with Inventory Considerations," Management Science, INFORMS, vol. 59(11), pages 2490-2501, November.
- Florian Englmaier & Stefan Grimm & Dominik Grothe & David Schindler & Simeon Schudy, 2024.
"The Effect of Incentives in Nonroutine Analytical Team Tasks,"
Journal of Political Economy, University of Chicago Press, vol. 132(8), pages 2695-2747.
- Florian Englmaier & Stefan Grimm & Dominik Grothe & David Schindler & Simeon Schudy, 2018. "The Effect of Incentives in Non-Routine Analytical Team Tasks," CESifo Working Paper Series 6903, CESifo.
- Englmaier, Florian & Grimm, Stefan & Grothe, Dominik & Schindler, David & Schudy, Simeon, 2024. "The effect of incentives in non-routine analytical team tasks," Other publications TiSEM 59dcd2ae-f55c-4f75-a225-f, Tilburg University, School of Economics and Management.
- Florian Englmaier & Stefan Grimm & Dominik Grothe & David Schindler & Simeon Schudy, 2023. "The Effect of Incentives in Non-Routine Analytical Team Tasks," Rationality and Competition Discussion Paper Series 468, CRC TRR 190 Rationality and Competition.
- Richard B. Freeman & Wei Huang & Teng Li, 2019.
"Non-linear Incentives, Worker Productivity, and Firm Profits: Evidence from a Quasi-experiment,"
NBER Working Papers
25507, National Bureau of Economic Research, Inc.
- Freeman, Richard B. & Huang, Wei & Li, Teng, 2021. "Non-linear Incentives, Worker Productivity, and Firm Profits: Evidence from a Quasi-Experiment," IZA Discussion Papers 14125, Institute of Labor Economics (IZA).
- George Georgiadis & Balazs Szentes, 2020. "Optimal Monitoring Design," Econometrica, Econometric Society, vol. 88(5), pages 2075-2107, September.
- Li, Zhaolin, 2021. "Robust Moral Hazard with Distributional Ambiguity," Working Papers BAWP-2021-01, University of Sydney Business School, Discipline of Business Analytics.
- 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.
- Herweg, Fabian & Rosato, Antonio, 2018. "Bait and Ditch: Consumer Naiveté and Salesforce Incentives," CEPR Discussion Papers 12612, C.E.P.R. Discussion Papers.
- Douglas H. Frank & Tomasz Obloj, 2014. "Firm‐specific human capital, organizational incentives, and agency costs: Evidence from retail banking," Strategic Management Journal, Wiley Blackwell, vol. 35(9), pages 1279-1301, September.
- Fabian Herweg & Antonio Rosato, 2020. "Bait and ditch: Consumer naïveté and salesforce incentives," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 29(1), pages 97-121, January.
- Rongzhu Ke & Xinyi Xu, 2023. "The existence of an optimal deterministic contract in moral hazard problems," Economic Theory, Springer;Society for the Advancement of Economic Theory (SAET), vol. 76(2), pages 375-416, August.
- Gibbs, Michael, 2012. "Design and Implementation of Pay for Performance," IZA Discussion Papers 6322, Institute of Labor Economics (IZA).
- Leon Yang Chu & David E.M. Sappington, 2009. "Implementing high‐powered contracts to motivate intertemporal effort supply," RAND Journal of Economics, RAND Corporation, vol. 40(2), pages 296-316, June.
- 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.
- Rosenthal, Maxwell, 2023. "Robust incentives for risk," Journal of Mathematical Economics, Elsevier, vol. 109(C).
- Starmans, Jan, 2024. "Contracting and search with heterogeneous principals and agents," Journal of Economic Theory, Elsevier, vol. 217(C).
- Long Gao, 2023. "Optimal Incentives for Salespeople with Learning Potential," Management Science, INFORMS, vol. 69(6), pages 3285-3296, June.
- Ying Yang & Niladri Syam & James Hess, 2013. "Thrill of victory and agony of defeat: Emotional rewards and sales force compensation," Quantitative Marketing and Economics (QME), Springer, vol. 11(4), pages 379-402, December.
- 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.
- John G. Sessions & John D. Skåtun, 2022. "Luck in a Flat Hierarchy: Wages, Bonuses and Noise," The Economic Record, The Economic Society of Australia, vol. 98(323), pages 373-391, December.
- Michael D. Frakes & Melissa F. Wasserman, 2024. "Deadlines Versus Continuous Incentives: Evidence from the Patent Office," NBER Working Papers 32066, National Bureau of Economic Research, Inc.
- Francis de Véricourt & Denis Gromb, 2019. "Financing Capacity with Stealing and Shirking," Management Science, INFORMS, vol. 65(11), pages 5128-5141, November.
- Wang, Wenbin & Hu, Shanshan, 2021. "Moral hazard with limited liability: Random-variable formulation and optimal contract structures," Games and Economic Behavior, Elsevier, vol. 126(C), pages 374-386.
- Ying Yang & Niladri B. Syam & James D. Hess, 2013. "Thrill of victory and agony of defeat: Emotional rewards and sales force compensation," Quantitative Marketing and Economics (QME), Springer, vol. 11(4), pages 379-402, December.
- González-Jiménez, Víctor, 2024. "Incentive design for reference-dependent preferences," Journal of Economic Behavior & Organization, Elsevier, vol. 221(C), pages 493-518.
- Burkett, Justin & Rosenthal, Maxwell, 2024. "Statistical uncertainty and coarse contracts," Journal of Economic Theory, Elsevier, vol. 220(C).
- Kadan, Ohad & Swinkels, Jeroen M., 2013. "Minimum payments and induced effort in moral hazard problems," Games and Economic Behavior, Elsevier, vol. 82(C), pages 468-489.
- Michael Beckmann & Matthias Kräkel, 2022. "Empowerment, Task Commitment, and Performance Pay," Journal of Labor Economics, University of Chicago Press, vol. 40(4), pages 889-938.
- Ge Bai & Ranjani Krishnan, 2016. "Effects of Ambiguous Common Uncertainty on Employee Preference for Relative Performance Contracts," The Japanese Accounting Review, Research Institute for Economics & Business Administration, Kobe University, vol. 6, pages 65-93, December.
- Kuhn, Peter J. & Yu, Lizi, 2021. "Kinks as Goals: Accelerating Commissions and the Performance of Sales Teams," IZA Discussion Papers 14115, Institute of Labor Economics (IZA).
- Mira Frick & Ryota Iijima & Yuhta Ishii, 2023. "Monitoring with Rich Data," Papers 2312.16789, arXiv.org, revised Jul 2024.
- Juan Camilo Serpa & Harish Krishnan, 2017. "The Strategic Role of Business Insurance," Management Science, INFORMS, vol. 63(2), pages 384-404, February.