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Compensation Plans for Single- and Multi-Product Salesforces: An Application of the Holmstrom-Milgrom Model
5 references·16 citing·47 second hop
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this work references cited by second hop

References

  • 1991Multitask Principal–Agent Analyses: Incentive Contracts, Asset Ownership, and Job Design6,042 cited
  • 1987Aggregation and Linearity in the Provision of Intertemporal Incentives2,870 cited
  • 1985Control: Organizational and Economic Approaches2,023 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 1989Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation351 cited

Cited by

  • 1999An Empirical Investigation of the Antecedents of Sales Force Control Systems234 cited
  • 2013Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans217 cited
  • 2014Compensation and Peer Effects in Competing Sales Teams194 cited
  • 2003Gatekeepers and Referrals in Services192 cited
  • 2014The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales189 cited
  • 2011A structural model of sales-force compensation dynamics: Estimation and field implementation174 cited
  • 2006Reward systems for intra-organizational knowledge sharing151 cited
  • 1996Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces141 cited
  • 2014Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls

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139 cited
  • 1998Monitoring and Incentives in Sales Organizations: An Agency-Theoretic Perspective132 cited
  • 1996Internal Customers and Internal Suppliers128 cited
  • 2000A Theory of Sales Quotas with Limited Liability and Rent Sharing127 cited
  • 2004Compensating for innovation: Do small firms offer high‐powered incentives that lure talent and motivate effort?122 cited
  • 2021Compensating Online Content Producers: A Theoretical Analysis115 cited
  • 2009Managing White‐Collar Work: An Operations‐Oriented Survey112 cited
  • 2001On the Optimality of Delegating Pricing Authority to the Sales Force110 cited