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ArticleOptimal sales force compensation

Matthias Kräkel2016

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Articlegreen2016

Optimal sales force compensation

Matthias Kräkel · Anja Schöttner

30 citations·0/0 files stored·Journal of Economic Behavior & Organization

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Auction Theory and Applications Accounting and Organizational Management Employee Performance and Motivation

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References

1987Aggregation and Linearity in the Provision of Intertemporal Incentives 2001The Theory of Incentives: The Principal-Agent Model 1990Limited liability and incentive contracting with ex-ante action choices 2003The Theory of Incentives: The Principal‐Agent Model.1985Salesforce Compensation Plans: An Agency Theoretic Perspective 2001Optimal Incentives for Teams 1983Limited liability contracts between principal and agent 2002Endogenous Matching and the Empirical Determinants of Contract Form

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2013Partnerships versus Corporations: Moral Hazard, Sorting, and Ownership Structure 2022Optimal Incentives for Salespeople with Learning Potential

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Year2016

Typearticle

Published2016-03-24

VenueJournal of Economic Behavior & Organization

ISSN-L0167-2681

Languageen

Citations30

Files0 public / 0

ShelfAuction Theory and Applications

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doi10.1016/j.jebo.2016.03.015

openalex_workW250319094

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