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Salesforce Compensation Plans in Environments with Asymmetric Information
8 references·16 citing·44 second hop
Salesforce Compensation Plans in Environments with Asymmetric Information (1986)Salesforce Compensation Plans in Environm…An Industry Equilibrium Analysis of Downstream Vertical Integration (2008)An Industry Equilibrium Analy…The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis (1985)The Salesperson as Outside Ag…Salesforce Compensation Plans: An Agency Theoretic Perspective (1985)Salesforce Compensation Plans…Market Segmentation, Self-Selection, and Product Line Design (1984)Market Segmentation, Self-Sel…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 ObservabilityPerformance Implications of Mismatched Governance Regimes Across External and Internal Relationships (2011)Performance Implications of M…The chilling effects of network externalities (2009)The chilling effects of netwo…Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance (2009)Delegation of pricing authori…Relative explanatory power of agency theory and transaction cost analysis in German salesforces (2004)Relative explanatory power of…Delegating Pricing Decisions (2001)Delegating Pricing DecisionsNetwork marketing organizations: Compensation plans, retail network growth, and profitability (1998)Network marketing organizatio…Monitoring and Incentives in Sales Organizations: An Agency-Theoretic Perspective (1998)Monitoring and Incentives in …Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces (1996)Quota-Based Compensation Plan…A field study of the impact of a performance-based incentive plan (1996)A field study of the impact o…Selling Teams: A Conceptual Framework and Research Agenda (1994)Selling Teams: A Conceptual F…Warranty Policy and Extended Service Contracts: Theory and an Application to Automobiles (1993)Warranty Policy and Extended …The principal/agent paradigm: Its relevance to various functional fields (1993)The principal/agent paradigm:…Cooperation versus Competition in Agency (1991)Cooperation versus Competitio…A data envelopment analytic model for assessing the relative efficiency of the selling function (1991)A data envelopment analytic m…Compensating Heterogeneous Salesforces: Some Explicit Solutions (1990)Compensating Heterogeneous Sa…Salesforce Compensation: Theory and Managerial Implications (1989)Salesforce Compensation: Theo…The Theory of Syndicates (1968)Essays in the Theory of Risk-Bearing. 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this work references cited by second hop

References

  • 1979Moral Hazard and Observability8,358 cited
  • 1982Moral Hazard in Teams4,992 cited
  • 1979Rank-Order Tournaments as Optimum Labor Contracts3,033 cited
  • 1983A Comparison of Tournaments and Contracts1,002 cited
  • 2008An Industry Equilibrium Analysis of Downstream Vertical Integration924 cited
  • 1985The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis735 cited
  • 1984Market Segmentation, Self-Selection, and Product Line Design703 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited

Cited by

  • 2009The chilling effects of network externalities232 cited
  • 1993Warranty Policy and Extended Service Contracts: Theory and an Application to Automobiles193 cited
  • 1996A field study of the impact of a performance-based incentive plan163 cited
  • 2001Delegating Pricing Decisions143 cited
  • 1996Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces141 cited
  • 1990Compensating Heterogeneous Salesforces: Some Explicit Solutions136 cited
  • 1998Monitoring and Incentives in Sales Organizations: An Agency-Theoretic Perspective132 cited

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

  • 1989Salesforce Compensation: Theory and Managerial Implications131 cited
  • 1994Selling Teams: A Conceptual Framework and Research Agenda128 cited
  • 2011Performance Implications of Mismatched Governance Regimes Across External and Internal Relationships114 cited
  • 1991Cooperation versus Competition in Agency108 cited
  • 2009Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance105 cited
  • 2004Relative explanatory power of agency theory and transaction cost analysis in German salesforces101 cited
  • 1998Network marketing organizations: Compensation plans, retail network growth, and profitability101 cited
  • 1993The principal/agent paradigm: Its relevance to various functional fields100 cited
  • 1991A data envelopment analytic model for assessing the relative efficiency of the selling function93 cited