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Why Do Salespeople Spend So Much Time Lobbying for Low Prices?
16 references·11 citing·50 second hop
Why Do Salespeople Spend So Much Time Lobbying for Low Prices? (2014)Why Do Salespeople Spend So Much Time Lob…A structural model of sales-force compensation dynamics: Estimation and field implementation (2011)A structural model of sales-f…Sales, Marketing, and Research-and-Development Cooperation Across New Product Development Stages: Implications for Success (2010)Sales, Marketing, and Researc…The Thought Worlds of Marketing and Sales: Which Differences Make a Difference? (2007)The Thought Worlds of Marketi…Ending the war between Sales & Marketing. (2006)Ending the war between Sales …Sales and Marketing Integration: A Proposed Framework (2005)Sales and Marketing Integrati…The Theory of Incentives (2002)The Theory of IncentivesThe Theory of Incentives: The Principal-Agent Model (2001)The Theory of Incentives: The…Designing Optimal Sales Contests: A Theoretical Perspective (2001)Designing Optimal Sales Conte…Delegating Pricing Decisions (2001)Delegating Pricing DecisionsThe Dark Side of Internal Capital Markets: Divisional Rent‐Seeking and Inefficient Investment (2000)The Dark Side of Internal Cap…Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces (1996)Quota-Based Compensation Plan…O rganizational P rospects , I nfluence C osts , and O wnership C hanges (1992)O rganizational P rospects , …Employment Contracts, Influence Activities, and Efficient Organization Design (1988)Employment Contracts, Influen…Salesforce Compensation Plans in Environments with Asymmetric Information (1986)Salesforce Compensation Plans…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…Bargaining at Retail Stores: Evidence from Vienna (2021)Bargaining at Retail Stores: …Salesperson Dual Agency in Price Negotiations (2020)Salesperson Dual Agency in Pr…Price Delegation or Not? The Effect of Heterogeneous Sales Agents (2020)Price Delegation or Not? 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this work references cited by second hop

References

  • 2002The Theory of Incentives2,116 cited
  • 2001The Theory of Incentives: The Principal-Agent Model2,041 cited
  • 2000The Dark Side of Internal Capital Markets: Divisional Rent‐Seeking and Inefficient Investment1,556 cited
  • 1985The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis735 cited
  • 1988Employment Contracts, Influence Activities, and Efficient Organization Design634 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 1992O rganizational P rospects , I nfluence C osts , and O wnership C hanges485 cited
  • 2010Sales, Marketing, and Research-and-Development Cooperation Across New Product Development Stages: Implications for Success417 cited
  • 2007The Thought Worlds of Marketing and Sales: Which Differences Make a Difference?393 cited
  • 2005Sales and Marketing Integration: A Proposed Framework261 cited
  • 2006Ending the war between Sales & Marketing.213 cited
  • 2001Designing Optimal Sales Contests: A Theoretical Perspective193 cited
  • 2011A structural model of sales-force compensation dynamics: Estimation and field implementation174 cited
  • 1986Salesforce Compensation Plans in Environments with Asymmetric Information174 cited
  • 2001

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Delegating Pricing Decisions
143 cited
  • 1996Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces141 cited
  • Cited by

    • 2016Deadlines in Product Development38 cited
    • 2015Don't ask, don't tell: Sharing revenues with a dishonest retailer36 cited
    • 2020Salesperson Dual Agency in Price Negotiations36 cited
    • 2019Salesforce Contracting Under Uncertain Demand and Supply: Double Moral Hazard and Optimality of Smooth Contracts33 cited
    • 2015Trends in optimization models of sales force management23 cited
    • 2019Why Customer Service Frustrates Consumers: Using a Tiered Organizational Structure to Exploit Hassle Costs22 cited
    • 2013Relationship Organization and Price Delegation: An Experimental Study18 cited
    • 2019Delegating Pricing Authority to Sales Agents: The Impact of Kickbacks17 cited
    • 2019Automating the B2B Salesperson Pricing Decisions: A Human-Machine Hybrid Approach14 cited
    • 2020Price Delegation or Not? The Effect of Heterogeneous Sales Agents13 cited
    • 2021Bargaining at Retail Stores: Evidence from Vienna11 cited