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A structural model of sales-force compensation dynamics: Estimation and field implementation
16 references·16 citing·45 second hopsampled
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References

  • 1979Moral Hazard and Observability8,358 cited
  • 1999The Provision of Incentives in Firms3,337 cited
  • 1985The effect of bonus schemes on accounting decisions3,311 cited
  • 1987Aggregation and Linearity in the Provision of Intertemporal Incentives2,870 cited
  • 2000Performance Pay and Productivity2,491 cited
  • 1997Risk Taking by Mutual Funds as a Response to Incentives2,295 cited
  • 1993Conditional Choice Probabilities and the Estimation of Dynamic Models1,009 cited
  • 1994Subjective Performance Measures in Optimal Incentive Contracts955 cited
  • 2012Incentives Work: Getting Teachers to Come to School928 cited
  • 2007Estimating Dynamic Models of Imperfect Competition836 cited
  • 2005Social Preferences and the Response to Incentives: Evidence from Personnel Data728 cited
  • 1986Salaries and Piece Rates715 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 1980The "Ratchet Principle" and Performance Incentives455 cited
  • 1998Fiscal Year Ends and Nonlinear Incentive Contracts: The Effect on Business Seasonality369 cited
  • 2007

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Intertemporal price discrimination with forward-looking consumers: Application to the US market for console video-games
332 cited

Cited by

  • 2013Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans217 cited
  • 2013The Value of Reputation in an Online Freelance Marketplace167 cited
  • 2022Personalized Pricing and Consumer Welfare164 cited
  • 2012The Joint Sales Impact of Frequency Reward and Customer Tier Components of Loyalty Programs156 cited
  • 2011Structural Workshop Paper—Discrete-Choice Models of Consumer Demand in Marketing101 cited
  • 2012Determining Consumers' Discount Rates with Field Studies100 cited
  • 2015A Bounded Rationality Model of Information Search and Choice in Preference Measurement91 cited
  • 2012Salesforce Compensation with Inventory Considerations89 cited
  • 2011Heterogeneity and the dynamics of technology adoption78 cited
  • 2013Bonuses versus Commissions: A Field Study64 cited
  • 2017Personalized Pricing and Consumer Welfare57 cited
  • 2017Big Data and Marketing Analytics in Gaming: Combining Empirical Models and Field Experimentation53 cited
  • 2012Self-Control and Incentives: An Analysis of Multiperiod Quota Plans51 cited
  • 2019When Salespeople Manage Customer Relationships: Multidimensional Incentives and Private Information50 cited
  • 2016Incentives versus Reciprocity: Insights from a Field Experiment49 cited
  • 2020Reducing Product Expiration by Aligning Salesforce Incentives: A Data‐driven Approach46 cited