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An Empirical Analysis of Sales-Force Compensation Plans
12 references·16 citing·39 second hop
An Empirical Analysis of Sales-Force Compensation Plans (1992)An Empirical Analysis of Sales-Force Comp…Short-term contracts and long-term agency relationships (1990)Short-term contracts and long…Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation (1989)Salesforce Compensation: An E…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…Salaries and Piece Rates (1986)Salaries and Piece RatesSalesforce Compensation Plans: An Agency Theoretic Perspective (1985)Salesforce Compensation Plans…Prices and Incentives: Towards a General Theory of Compensation and Competition (1983)Prices and Incentives: Toward…Limited-dependent and qualitative variables in econometrics (1983)Limited-dependent and qualita…A Comparison of Tournaments and Contracts (1983)A Comparison of Tournaments a…Moral Hazard in Teams (1982)Moral Hazard in TeamsRank-Order Tournaments as Optimum Labor Contracts (1979)Rank-Order Tournaments as Opt…Moral Hazard and Observability (1979)Moral Hazard and ObservabilitySchooling, Experience, and Earnings (1974)Schooling, Experience, and Ea…Measuring and Managing a Salesperson's Future Value to the Firm (2013)Measuring and Managing a Sale…The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads (2012)The Sales Lead Black Hole: On…The Incentive and Selection Roles of Sales Force Compensation Contracts (2011)The Incentive and Selection R…Compensation and control sales policies, and sales performance: the field sales manager's points of view (2011)Compensation and control sale…Sales force modeling: State of the field and research agenda (2010)Sales force modeling: State o…Effort or timing: The effect of lump-sum bonuses (2008)Effort or timing: The effect …Building a Pathway to Cooperation: Negotiation and Social Exchange between Principal and Agent (2006)Building a Pathway to Coopera…A cross-national investigation of incentive sales compensation (2006)A cross-national investigatio…Strategy, Economic Organization, and the Knowledge Economy (2005)Strategy, Economic Organizati…Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approach (2005)Salesforce Compensation: An A…Performance pay, delegation and multitasking under uncertainty and innovativeness: An empirical investigation (2005)Performance pay, delegation a…Relative explanatory power of agency theory and transaction cost analysis in German salesforces (2004)Relative explanatory power of…Compensating for innovation: Do small firms offer high‐powered incentives that lure talent and motivate effort? (2004)Compensating for innovation: …Uncertainty and Incentives (2002)Uncertainty and IncentivesThe Role of Bonus Pay in Salesforce Compensation Plans (1998)The Role of Bonus Pay in Sale…Competition and Game Theory (1996)Competition and Game TheoryThe Theory of Syndicates (1968)Essays in the Theory of Risk-Bearing. (1972)Markets and Hierarchies: Analysis and Antitrust Implications. 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References

  • 1983Limited-dependent and qualitative variables in econometrics13,257 cited
  • 1979Moral Hazard and Observability8,358 cited
  • 1974Schooling, Experience, and Earnings6,831 cited
  • 1982Moral Hazard in Teams4,992 cited
  • 1979Rank-Order Tournaments as Optimum Labor Contracts3,033 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1983A Comparison of Tournaments and Contracts1,002 cited
  • 1983Prices and Incentives: Towards a General Theory of Compensation and Competition975 cited
  • 1986Salaries and Piece Rates715 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 1990Short-term contracts and long-term agency relationships484 cited
  • 1989Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation351 cited

Cited by

  • 2005Performance pay, delegation and multitasking under uncertainty and innovativeness: An empirical investigation145 cited
  • 2006Building a Pathway to Cooperation: Negotiation and Social Exchange between Principal and Agent131 cited
  • 1998The Role of Bonus Pay in Salesforce Compensation Plans

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128 cited
  • 2002Uncertainty and Incentives124 cited
  • 2004Compensating for innovation: Do small firms offer high‐powered incentives that lure talent and motivate effort?122 cited
  • 2012The Sales Lead Black Hole: On Sales Reps' Follow-Up of Marketing Leads115 cited
  • 2005Strategy, Economic Organization, and the Knowledge Economy111 cited
  • 2004Relative explanatory power of agency theory and transaction cost analysis in German salesforces101 cited
  • 2011The Incentive and Selection Roles of Sales Force Compensation Contracts78 cited
  • 2010Sales force modeling: State of the field and research agenda77 cited
  • 2005Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approach75 cited
  • 2013Measuring and Managing a Salesperson's Future Value to the Firm75 cited
  • 2006A cross-national investigation of incentive sales compensation72 cited
  • 1996Competition and Game Theory67 cited
  • 2008Effort or timing: The effect of lump-sum bonuses63 cited
  • 2011Compensation and control sales policies, and sales performance: the field sales manager's points of view63 cited