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Chapter 13 Salesforce compensation: A review of MS/OR advances
16 references·16 citing·29 second hopsampled
Chapter 13 Salesforce compensation: A review of MS/OR advances (1993)Chapter 13 Salesforce compensation: A rev…Short-term contracts and long-term agency relationships (1990)Short-term contracts and long…Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation (1989)Salesforce Compensation: An E…AGENCY- AND INSTITUTIONAL-THEORY EXPLANATIONS: THE CASE OF RETAIL SALES COMPENSATION. (1988)AGENCY- AND INSTITUTIONAL-THE…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…Prizes and Incentives: Towards a General Theory of Compensation and Competition (1983)Prizes and Incentives: Toward…Prices and Incentives: Towards a General Theory of Compensation and Competition (1983)Prices and Incentives: Toward…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 (1981)Rank-Order Tournaments as Opt…Risk Sharing and Incentives in the Principal and Agent Relationship (1979)Risk Sharing and Incentives i…Rank-Order Tournaments as Optimum Labor Contracts (1979)Rank-Order Tournaments as Opt…Optimal incentive contracts with imperfect information (1979)Optimal incentive contracts w…Moral Hazard and Observability (1979)Moral Hazard and ObservabilitySome results on incentive contracts with applications to education and employment, health insurance, and law enforcement. (1978)Some results on incentive con…Markets and Hierarchies: Analysis and Antitrust Implications. (1976)Markets and Hierarchies: Anal…A theory of predictive sales analytics adoption (2023)A theory of predictive sales …Optimal sales force compensation (2016)Optimal sales force compensat…Determinants of Pay Levels and Structures in Sales Organizations (2015)Determinants of Pay Levels an…The Impact of the Manufacturer-Hired Sales Agent on a Supply Chain with Information Asymmetry (2013)The Impact of the Manufacture…The Impact of Operational Decisions on the Design of Salesforce Incentives (2012)The Impact of Operational Dec…Salesforce contract design and inventory planning with asymmetric risk-averse sales agents (2012)Salesforce contract design an…An Analysis of the Profitability of Fee-Based Compensation Plans for Search Engine Marketing (2012)An Analysis of the Profitabil…Threshold Incentives and Sales Variance (2010)Threshold Incentives and Sale…Sales force modeling: State of the field and research agenda (2010)Sales force modeling: State o…Models for Sales Management Decisions (2008)Models for Sales Management D…Managerial Motivation Dynamics and Incentives (2007)Managerial Motivation Dynamic…Value Creation in Service Delivery: Relating Market Segmentation, Incentives, and Operational Performance (2004)Value Creation in Service Del…An Empirical Examination of Economic Rationales for Companies' Use of Sales Contests (2004)An Empirical Examination of E…The Effects of Some Situational Variables on Sales Force Governance System Characteristics (1998)The Effects of Some Situation…Optimization models for salesforce Compensation (1996)Optimization models for sales…Marketing Models: Past, Present and Future (1994)Marketing Models: Past, Prese…The Theory of Syndicates (1968)Essays in the Theory of Risk-Bearing. (1972)Financial Intermediation and Delegated Monitoring (1984)Agency Costs, Net Worth, And Business Fluctuations (1988)The Economic Theory of Agency: The Principal's Problem. (1973)Managerial Incentive Problems: A Dynamic Perspective (1999)The Economics of Caste and of the Rat Race and Other Woeful Tales (1976)Credit Rationing in Markets with Imperfect Information (1981)A Theory of Yardstick Competition (1985)An Analysis of the Principal-Agent Problem (1992)Of Tournaments and Temptations: An Analysis of Managerial Incentives in the Mutual Fund Industry (1996)Information and the Change in the Paradigm in Economics (2002)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)Production, Information Costs and Economic Organization (1996)Performance Pay and Productivity (2000)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)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)Separation of Ownership and Control (1983)The Commitment-Trust Theory of Relationship Marketing (1994)The Consequences of the Dependence of Quality on Price (1987)Pay Equality and Industrial Politics (1989)What's the difference? diversity constructs as separation, variety, or disparity in organizations (2007)The Fundamental Institutions of China's Reforms and Development (2011)Top Incomes in the Long Run of History (2011)SOME LESSONS FROM THE EAST ASIAN MIRACLE (1996)
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References

  • 1976Markets and Hierarchies: Analysis and Antitrust Implications.13,381 cited
  • 1979Moral Hazard and Observability8,358 cited
  • 1982Moral Hazard in Teams4,992 cited
  • 1981Rank-Order Tournaments as Optimum Labor Contracts4,568 cited
  • 1979Rank-Order Tournaments as Optimum Labor Contracts3,033 cited
  • 1987Aggregation and Linearity in the Provision of Intertemporal Incentives2,870 cited
  • 1979Risk Sharing and Incentives in the Principal and Agent Relationship1,285 cited
  • 1983Prizes and Incentives: Towards a General Theory of Compensation and Competition1,111 cited
  • 1983A Comparison of Tournaments and Contracts1,002 cited
  • 1983Prices and Incentives: Towards a General Theory of Compensation and Competition975 cited
  • 1979Optimal incentive contracts with imperfect information942 cited
  • 1988AGENCY- AND INSTITUTIONAL-THEORY EXPLANATIONS: THE CASE OF RETAIL SALES COMPENSATION.870 cited
  • 1985Salesforce Compensation Plans: An Agency Theoretic Perspective583 cited
  • 1990Short-term contracts and long-term agency relationships484 cited
  • 1989Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation

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351 cited
  • 1978Some results on incentive contracts with applications to education and employment, health insurance, and law enforcement.333 cited
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    • 2010Threshold Incentives and Sales Variance28 cited
    • 1998The Effects of Some Situational Variables on Sales Force Governance System Characteristics26 cited
    • 1994Marketing Models: Past, Present and Future21 cited
    • 2012Salesforce contract design and inventory planning with asymmetric risk-averse sales agents21 cited
    • 2004An Empirical Examination of Economic Rationales for Companies' Use of Sales Contests20 cited
    • 2012The Impact of Operational Decisions on the Design of Salesforce Incentives19 cited