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Development of optimal salesforce compensation plans for independent, complementary and substitutable products
14 references·1 citing·43 second hop
Development of optimal salesforce compensation plans for independent, complementary and substitutable products (1995)Development of optimal salesforce compens…Compensation Plans for Single- and Multi-Product Salesforces: An Application of the Holmstrom-Milgrom Model (1993)Compensation Plans for Single…On the relative performance of linear versus nonlinear compensation plans (1990)On the relative performance o…On optimal salesforce compensation in the presence of production learning effects (1990)On optimal salesforce compens…Salesforce Compensation: Theory and Managerial Implications (1989)Salesforce Compensation: Theo…Salesforce Compensation Plans: An Agency Theoretic Perspective (1985)Salesforce Compensation Plans…An Investigation of the Equal Commission Rate Policy for a Multi-Product Salesforce (1981)An Investigation of the Equal…Optimal incentive contracts with imperfect information (1979)Optimal incentive contracts w…Moral Hazard and Observability (1979)Moral Hazard and ObservabilityJointly Optimal Sales Commissions for Nonincome Maximizing Sales Forces (1978)Jointly Optimal Sales Commiss…An Optimal Plan for Salesmen’s Compensation (1976)An Optimal Plan for Salesmen’…An Optimal Commission Plan for Salesmen's Control Over Price (1975)An Optimal Commission Plan fo…The Economic Theory of Agency: The Principal's Problem. (1973)The Economic Theory of Agency…Insurance, Information, and Individual Action (1971)Insurance, Information, and I…An Optimal Plan for Salesmen's Compensation (1964)An Optimal Plan for Salesmen'…Incentives and Ratcheting in a Multiproduct Firm: A Field Experiment (2017)Incentives and Ratcheting in …The Theory of Syndicates (1968)Essays in the Theory of Risk-Bearing. (1972)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Good News and Bad News: Representation Theorems and Applications (1981)Financial Intermediation and Delegated Monitoring (1984)Agency Costs, Net Worth, And Business Fluctuations (1988)Decision Analysis: Introductory Lectures on Choices Under Uncertainty. (1969)Agency for International Development (1978)The interdisciplinary study of coordination (1994)Managerial Incentive Problems: A Dynamic Perspective (1999)Prospect theory: An analysis of decision under risk (1988)Evaluation of Salesforce Size and Productivity Through Efficient Frontier Benchmarking (1996)Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approach (2005)Incentivizing CEOs to build customer- and employee-firm relations for higher customer satisfaction and firm value (2011)Effects of perceptions of equity and inequity on worker performance and satisfaction. (1972)New directions in equity research. (1973)Adapting Motivation, Control, and Compensation Research to A New Environment (2005)Game Theory and Business Applications (2013)Control: Organizational and Economic Approaches (1985)Aggregation and Linearity in the Provision of Intertemporal Incentives (1987)Multitask Principal–Agent Analyses: Incentive Contracts, Asset Ownership, and Job Design (1991)An Empirical Investigation of the Antecedents of Sales Force Control Systems (1999)Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans (2013)Compensation and Peer Effects in Competing Sales Teams (2014)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)On Moral Hazard and Insurance (1979)Redistributive taxation as social insurance (1980)A Theory of Wage Dynamics (1982)Production, Information Costs and Economic Organization (1996)Motivational determinants of risk-taking behavior. (1957)Work and motivation (1964)Management and the Worker (2003)Protean and boundaryless careers: A study on potential motivators (2008)An Integrative HRM Process Theorization: Beyond Signalling Effects and Mutual Gains (2012)Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls (2014)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)Delegating Pricing Decisions (2001)Centralized Pricing Versus Delegating Pricing to the Salesforce Under Information Asymmetry (2004)Chapter 2 The theory of the firm (1989)DOES MORE TRANSPARENCY GO ALONG WITH BETTER GOVERNANCE? (2006)The Evolution of Ethnocentrism (2006)
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References

  • 1979Moral Hazard and Observability8,358 cited
  • 1973The Economic Theory of Agency: The Principal's Problem.4,296 cited
  • 1979Optimal incentive contracts with imperfect information942 cited
  • 1971Insurance, Information, and Individual Action617 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 1993Compensation Plans for Single- and Multi-Product Salesforces: An Application of the Holmstrom-Milgrom Model234 cited
  • 1989Salesforce Compensation: Theory and Managerial Implications131 cited
  • 1976An Optimal Plan for Salesmen’s Compensation122 cited
  • 1975An Optimal Commission Plan for Salesmen's Control Over Price89 cited
  • 1981An Investigation of the Equal Commission Rate Policy for a Multi-Product Salesforce57 cited
  • 1978Jointly Optimal Sales Commissions for Nonincome Maximizing Sales Forces44 cited
  • 1964An Optimal Plan for Salesmen's Compensation43 cited
  • 1990On optimal salesforce compensation in the presence of production learning effects41 cited
  • 1990On the relative performance of linear versus nonlinear compensation plans39 cited

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  • 2017Incentives and Ratcheting in a Multiproduct Firm: A Field Experiment

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16 cited