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Analysis of a sales force incentive plan for accurate sales forecasting and performance
7 references·4 citing·36 second hop
Analysis of a sales force incentive plan for accurate sales forecasting and performance (1990)Analysis of a sales force incentive plan …Salesforce Compensation Plans in Environments with Asymmetric Information (1986)Salesforce Compensation Plans…Salesforce Compensation Plans: An Agency Theoretic Perspective (1985)Salesforce Compensation Plans…Marketing Decision Models (1983)Marketing Decision ModelsThe "Ratchet Principle" and Performance Incentives (1980)The "Ratchet Principle" and P…Setting Sales Quotas with Conjoint Analysis (1979)Setting Sales Quotas with Con…The New Soviet Incentive Model (1976)The New Soviet Incentive ModelSales Force Management (1970)Sales Force ManagementPrice delegation and salesforce contract design with asymmetric risk aversion coefficient of sales agents (2015)Price delegation and salesfor…Compensation plan for competing salespersons under asymmetric information (2013)Compensation plan for competi…An Empirical Examination of Economic Rationales for Companies' Use of Sales Contests (2004)An Empirical Examination of E…Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures (1997)Selecting Appropriate Sales Q…Moral Hazard and Observability (1979)Rank-Order Tournaments as Optimum Labor Contracts (1979)Moral Hazard in Teams (1982)Warranty Policy and Extended Service Contracts: Theory and an Application to Automobiles (1993)A field study of the impact of a performance-based incentive plan (1996)The chilling effects of network externalities (2009)The Risk-Averse (and Prudent) Newsboy (1995)Information Sharing in a Supply Chain with Horizontal Competition (2002)Commissioned Paper: Capacity Management, Investment, and Hedging: Review and Recent Developments (2003)The product-selling strategy under direct and indirect value identification (2020)The launch of new products: New technology driven firm-user interactions with key opinion leaders for single and multiple interactions (2022)Rank-Order Tournaments as Optimum Labor Contracts (1981)The Utility Analysis of Choices Involving Risk (1948)Multiattribute decisions in marketing : a measurement approach (1973)On the Design of Choice Experiments Involving Multifactor Alternatives (1974)Formulating Push Marketing Strategies: A Method and Application (1983)Profiling Consumers Who Register Complaints Against Auto Repair Services (1983)A theory of predictive sales analytics adoption (2023)A theory of justice original editionMarkets and Hierarchies: Analysis and Antitrust Implications. (1976)The Economic Institutions of Capitalism (1987)THE THEORY OF PRINCIPAL AND AGENT PART I (1985)Socialism, Economic Calculation and Entrepreneurship (2010)Examining Crowd Work and Gig Work Through The Historical Lens of Piecework (2017)Incentives in Principal-Agent Relationships (1991)The Socialist System (1992)Regional decentralization and fiscal incentives: Federalism, Chinese style (2005)Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories (1992)Integrating R&D and Marketing: A Review and Analysis of the Literature (1996)The Management of Customer-Contact Service Employees: An Empirical Investigation (1996)Strategic Assessment Model (SAM): A Multiple Criteria Decision Support System for Evaluation of Strategic Alternatives* (1995)Theory of rejecting superior, new technologies (1996)Addressing the challenges to immunization practice with an economic algorithm for vaccine selection (1998)The Impact of Internet Use on Business-to-Business Marketing (2000)Measuring performance at trade shows (2002)The complementary effect of trade shows on personal selling (2004)
this work references cited by second hop

References

  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 1980The "Ratchet Principle" and Performance Incentives455 cited
  • 1976The New Soviet Incentive Model275 cited
  • 1986Salesforce Compensation Plans in Environments with Asymmetric Information174 cited
  • 1970Sales Force Management82 cited
  • 1979Setting Sales Quotas with Conjoint Analysis53 cited
  • 1983Marketing Decision Models36 cited

Cited by

  • 1997Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures20 cited
  • 2004An Empirical Examination of Economic Rationales for Companies' Use of Sales Contests20 cited
  • 2015Price delegation and salesforce contract design with asymmetric risk aversion coefficient of sales agents16 cited
  • 2013Compensation plan for competing salespersons under asymmetric information16 cited

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