Salesforce Compensation Scheme and Consumer Inferences
نویسندگان
چکیده
Ajay Kalra • Mengze Shi • Kannan Srinivasan Graduate School of Industrial Administration, Carnegie Mellon University, Pittsburgh, Pennsylvania 15213 Rotman School of Management, University of Toronto, Toronto, Ontario, Canada M5S 3G4 Graduate School of Industrial Administration, Carnegie Mellon University, Pittsburgh, Pennsylvania 15213 [email protected] • [email protected] • [email protected]
منابع مشابه
Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approach
Since the papers of Basu et. al. (1985) and Lal and Srinivasan (1993), marketing academics have been interested in the design and implementation of optimal compensation plans. The literature has focused on agency theory as a foundation to help describe and understand this process. Although there has been much theoretical work on this topic, empirical evidence to support this theory remains spar...
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Since the papers of Basu et. al. (1985) and Lal and Srinivasan (1993), marketing academics have been interested in the design and implementation of optimal compensation plans. The literature has focused on agency theory as a foundation to help describe and understand this process. Although there has been much theoretical work on this topic, empirical evidence to support this theory remains spar...
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When facing high levels of overstock inventories, firms often push their salesforce to work harder than usual to attract more demand, and one way to achieve that is to offer attractive incentives. However, most research on the optimal design of salesforce incentives ignores this dependency and assumes that operational decisions of production/inventory management are separable from design of sal...
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This paper presents a iheory of multi-period salesforce compensation in which a firm experiences a production learning effect. Firm management uses the salesforce compensation plan to promote current period svles (and production) in order to lower future period production costs. The iirm management (principal)-salespcrron (agent) relationship is modeled as an agency relationship. The model is a...
متن کاملA Structural Model of SalesForce Compensation Dynamics: Response to Profs. Rust and Staelin
We would like to thank Professors John Rust and Rick Staelin for their thoughtful commentaries on our paper. It is an honor to have these two individuals as our discussants, as their seminal early work (on estimating dynamic programming problems and salesforce compensation issues respectively) have had a critical inuence on the literatures leading up to our paper, and on our own work as well. ...
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ورودعنوان ژورنال:
- Management Science
دوره 49 شماره
صفحات -
تاریخ انتشار 2003