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On optimal salesforce compensation in the presence of production learning effects
16 references·7 citing·41 second hop
On optimal salesforce compensation in the presence of production learning effects (1990)On optimal salesforce compensation in the…An Analysis of the Principal-Agent Problem (1992)An Analysis of the Principal-…Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation (1989)Salesforce Compensation: An E…The Dynamics of Incentive Contracts (1988)The Dynamics of Incentive Con…The theory of contracts (1987)The theory of contractsSalesforce Compensation Plans: An Agency Theoretic Perspective (1985)Salesforce Compensation Plans…Planning under Incomplete Information and the Ratchet Effect (1985)Planning under Incomplete Inf…A New Product Adoption Model with Price, Advertising, and Uncertainty (1985)A New Product Adoption Model …Monopolist Pricing with Dynamic Demand and Production Cost (1983)Monopolist Pricing with Dynam…An Analysis of the Principal-Agent Problem (1983)An Analysis of the Principal-…Advertising and the Diffusion of New Products (1983)Advertising and the Diffusion…Moral Hazard in Teams (1982)Moral Hazard in TeamsExperience Curves and Dynamic Demand Models: Implications for Optimal Pricing Strategies (1981)Experience Curves and Dynamic…THE LEARNING CURVE: HISTORICAL REVIEW AND COMPREHENSIVE SURVEY (1979)THE LEARNING CURVE: HISTORICA…Moral Hazard and Observability (1979)Moral Hazard and ObservabilityTHE ECONOMICS OF JOB SEARCH: A SURVEY (1976)THE ECONOMICS OF JOB SEARCH: …Reexamination of the perfectness concept for equilibrium points in extensive games (1975)Reexamination of the perfectn…Delegating Pricing Authority to Sales Agents: The Impact of Kickbacks (2019)Delegating Pricing Authority …Compensation plan for competing salespersons under asymmetric information (2013)Compensation plan for competi…Managerial Motivation Dynamics and Incentives (2007)Managerial Motivation Dynamic…Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures (1997)Selecting Appropriate Sales Q…Sales Quota Plans: Mechanisms For Adaptive Learning (1997)Sales Quota Plans: Mechanisms…Minimizing technological oversights: A marketing research perspective (1997)Minimizing technological over…Development of optimal salesforce compensation plans for independent, complementary and substitutable products (1995)Development of optimal salesf…The Theory of Syndicates (1968)Essays in the Theory of Risk-Bearing. (1972)Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Financial Intermediation and Delegated Monitoring (1984)Agency Costs, Net Worth, And Business Fluctuations (1988)An experimental analysis of ultimatum bargaining (1982)Perfect Equilibrium in a Bargaining Model (1982)Non-cooperative games (1989)Economic Origins of Dictatorship and Democracy (2005)Theory of games and economic behavior (2019)The Economics of Information (1961)Job Market Signaling (1973)Advertising as Information (1974)Job Matching and Occupational Choice (1984)Chapter 15 Job search and labor market analysis (1986)Search-Theoretic Models of the Labor Market: A Survey (2005)A dynamic model of process and product innovation (1975)Treating Progress Functions as a Managerial Opportunity (1984)Learning Curves in Manufacturing (1990)Sources, Procedures, and Microeconomic Effects of Innovation (2000)The Nature of the Firm (1937)The Social Psychology of Organizations. (1979)Customer Poaching and Brand Switching (2000)Why does democracy need education? (2007)Firm‐specific knowledge resources and competitive advantage: the roles of economic‐ and relationship‐based employee governance mechanisms (2009)The Economic Theory of Agency: The Principal's Problem. (1973)Good News and Bad News: Representation Theorems and Applications (1981)Incomplete Contracts and Renegotiation (1988)Managerial Incentive Problems: A Dynamic Perspective (1999)The Theory of Incentives: The Principal-Agent Model (2001)The Socialist System (1992)Reciprocity as a Contract Enforcement Device: Experimental Evidence (1997)Incomplete Contracts: Where do We Stand? (1999)General purpose technologies ‘Engines of growth’? (1995)A Behavioral Approach to the Rational Choice Theory of Collective Action Presidential Address, American political Science Association, 1997 (2010)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)Using Cost Observation to Regulate Firms (1986)Incentives in Principal-Agent Relationships (1991)The Tenuous Trade‐off between Risk and Incentives (2002)
this work references cited by second hop

References

  • 1979Moral Hazard and Observability8,358 cited
  • 1982Moral Hazard in Teams4,992 cited
  • 1975Reexamination of the perfectness concept for equilibrium points in extensive games3,342 cited
  • 1983An Analysis of the Principal-Agent Problem2,127 cited
  • 1992An Analysis of the Principal-Agent Problem1,913 cited
  • 1979THE LEARNING CURVE: HISTORICAL REVIEW AND COMPREHENSIVE SURVEY1,542 cited
  • 1987The theory of contracts1,330 cited
  • 1976THE ECONOMICS OF JOB SEARCH: A SURVEY1,026 cited
  • 1988The Dynamics of Incentive Contracts682 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 1985Planning under Incomplete Information and the Ratchet Effect517 cited
  • 1985A New Product Adoption Model with Price, Advertising, and Uncertainty516 cited
  • 1983Advertising and the Diffusion of New Products454 cited
  • 1983Monopolist Pricing with Dynamic Demand and Production Cost376 cited
  • 1989Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation351 cited
  • 1981Experience Curves and Dynamic Demand Models: Implications for Optimal Pricing Strategies

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231 cited

Cited by

  • 1997Minimizing technological oversights: A marketing research perspective44 cited
  • 2007Managerial Motivation Dynamics and Incentives31 cited
  • 1997Sales Quota Plans: Mechanisms For Adaptive Learning29 cited
  • 1997Selecting Appropriate Sales Quota Plan Structures and Quota-Setting Procedures20 cited
  • 2019Delegating Pricing Authority to Sales Agents: The Impact of Kickbacks17 cited
  • 1995Development of optimal salesforce compensation plans for independent, complementary and substitutable products17 cited
  • 2013Compensation plan for competing salespersons under asymmetric information16 cited