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Dynamic Incentives in Sales Force Compensation
16 references·4 citing·41 second hop
Dynamic Incentives in Sales Force Compensation (2015)Dynamic Incentives in Sales Force Compens…Sales & marketing management (2014)Sales & marketing managementPersonal Selling Elasticities: A Meta-Analysis (2010)Personal Selling Elasticities…A Continuous-Time Version of the Principal–Agent Problem (2008)A Continuous-Time Version of …Differential Games in Marketing (2004)Differential Games in Marketi…Competitive Advertising Under Uncertainty: A Stochastic Differential Game Approach (2004)Competitive Advertising Under…Understanding the Impact of Synergy in Multimedia Communications (2003)Understanding the Impact of S…The Theory of Incentives (2002)The Theory of IncentivesMarkov Perfect Equilibrium (2001)Markov Perfect EquilibriumCustomer Satisfaction Incentives (1994)Customer Satisfaction Incenti…Compensation Plans for Single- and Multi-Product Salesforces: An Application of the Holmstrom-Milgrom Model (1993)Compensation Plans for Single…On Repeated Moral Hazard with Discounting (1987)On Repeated Moral Hazard with…Aggregation and Linearity in the Provision of Intertemporal Incentives (1987)Aggregation and Linearity in …Salesforce Compensation Plans: An Agency Theoretic Perspective (1985)Salesforce Compensation Plans…Moral Hazard and Observability (1979)Moral Hazard and ObservabilityOptimal Advertising Policy Under Dynamic Conditions (1976)Optimal Advertising Policy Un…Optimal Advertising Policy under Dynamic Conditions (1962)Optimal Advertising Policy un…Who Should Compensate the Sales Agent in a Distribution Channel? (2020)Who Should Compensate the Sal…The Anatomy of the Advertising Budget Decision: How Analytics and Heuristics Drive Sales Performance (2020)The Anatomy of the Advertisin…Salesforce Contracting Under Uncertain Demand and Supply: Double Moral Hazard and Optimality of Smooth Contracts (2019)Salesforce Contracting Under …More than one way to persist: Unpacking the nature of salesperson persistence to understand its effects on performance (2018)More than one way to persist:…Reexamination of the perfectness concept for equilibrium points in extensive games (1975)Agreeing to Disagree (1976)The Folk Theorem in Repeated Games with Discounting or with Incomplete Information (1986)Multi-agent influence diagrams for representing and solving games (2003)Vertical Integration and Exclusivity in Platform and Two-Sided Markets (2009)Why Resource-poor Dictators Allow Freer Media: A Theory and Evidence from Panel Data (2009)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)The First-Order Approach to Principal-Agent Problems (1985)Optimal cartel equilibria with imperfect monitoring (1986)Implications of Efficient Risk Sharing without Commitment (1996)Optimal Unemployment Insurance (1997)Optimal Lending Contracts and Firm Dynamics (2004)CEO Turnover in a Competitive Assignment FrameworkRank-Order Tournaments as Optimum Labor Contracts (1981)Multitask Principal–Agent Analyses: Incentive Contracts, Asset Ownership, and Job Design (1991)Brownian Motion and Stochastic Calculus (2007)Large Risks, Limited Liability, and Dynamic Moral Hazard (2010)Game Theory and Information Economics (2018)Good News and Bad News: Representation Theorems and Applications (1981)Agency costs and innovation (1989)Risk Taking by Mutual Funds as a Response to Incentives (1997)The Theory of Incentives: The Principal-Agent Model (2001)Advertising And Promotion: Integrated Marketing Communications Perspective (1997)An evaluation of divergent perspectives on customer relationship management: Towards a common understanding of an emerging phenomenon (2004)From Social to Sale: The Effects of Firm-Generated Content in Social Media on Customer Behavior (2015)Bridging Design and Behavioral Research With Variance-Based Structural Equation Modeling (2017)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)Asset Stock Accumulation and Sustainability of Competitive Advantage (1989)An Evaluation Cost Model of Consideration Sets (1990)1. On the Concept of Health Capital and the Demand for Health (2017)Auctions for conservation contracts: an empirical examination of Victoria's BushTender trial (2003)Detrimental effects of sanctions on human altruism (2003)The company of strangers: a natural history of economic life (2004)Innovation Diffusion and New Product Growth Models in Marketing (1979)Chapter 28 The Economic Analysis of Advertising (2007)
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References

  • 1979Moral Hazard and Observability8,358 cited
  • 1987Aggregation and Linearity in the Provision of Intertemporal Incentives2,870 cited
  • 2002The Theory of Incentives2,116 cited
  • 1962Optimal Advertising Policy under Dynamic Conditions1,032 cited
  • 1976Optimal Advertising Policy Under Dynamic Conditions907 cited
  • 2001Markov Perfect Equilibrium809 cited
  • 2008A Continuous-Time Version of the Principal–Agent Problem719 cited
  • 1987On Repeated Moral Hazard with Discounting641 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 2003Understanding the Impact of Synergy in Multimedia Communications571 cited
  • 1994Customer Satisfaction Incentives344 cited
  • 2004Differential Games in Marketing303 cited
  • 2014Sales & marketing management248 cited
  • 1993Compensation Plans for Single- and Multi-Product Salesforces: An Application of the Holmstrom-Milgrom Model234 cited
  • 2004Competitive Advertising Under Uncertainty: A Stochastic Differential Game Approach184 cited
  • 2010Personal Selling Elasticities: A Meta-Analysis

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Cited by

  • 2020The Anatomy of the Advertising Budget Decision: How Analytics and Heuristics Drive Sales Performance38 cited
  • 2018More than one way to persist: Unpacking the nature of salesperson persistence to understand its effects on performance36 cited
  • 2019Salesforce Contracting Under Uncertain Demand and Supply: Double Moral Hazard and Optimality of Smooth Contracts33 cited
  • 2020Who Should Compensate the Sales Agent in a Distribution Channel?20 cited