A Theory of Sales Quotas with Limited Liability and Rent Sharing
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Lazear, Edward P & Rosen, Sherwin, 1981. "Rank-Order Tournaments as Optimum Labor Contracts," Journal of Political Economy, University of Chicago Press, vol. 89(5), pages 841-864, October.
- Paul Oyer, 1998. "Fiscal Year Ends and Nonlinear Incentive Contracts: The Effect on Business Seasonality," The Quarterly Journal of Economics, Oxford University Press, vol. 113(1), pages 149-185.
- Anne T. Coughlan & Subrata K. Sen, 1989. "Salesforce Compensation: Theory and Managerial Implications," Marketing Science, INFORMS, vol. 8(4), pages 324-342.
- Jagmohan S. Raju & V. Srinivasan, 1996. "Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces," Management Science, INFORMS, vol. 42(10), pages 1454-1462, October.
- Jewitt, Ian, 1988. "Justifying the First-Order Approach to Principal-Agent Problems," Econometrica, Econometric Society, vol. 56(5), pages 1177-1190, September.
- Holmstrom, Bengt & Milgrom, Paul, 1987.
"Aggregation and Linearity in the Provision of Intertemporal Incentives,"
Econometric Society, vol. 55(2), pages 303-328, March.
- Bengt Holmstrom & Paul R. Milgrom, 1985. "Aggregation and Linearity in the Provision of Intertemporal Incentives," Cowles Foundation Discussion Papers 742, Cowles Foundation for Research in Economics, Yale University.
- Amiya K. Basu & Rajiv Lal & V. Srinivasan & Richard Staelin, 1985. "Salesforce Compensation Plans: An Agency Theoretic Perspective," Marketing Science, INFORMS, vol. 4(4), pages 267-291.
- Innes, Robert D., 1990. "Limited liability and incentive contracting with ex-ante action choices," Journal of Economic Theory, Elsevier, vol. 52(1), pages 45-67, October.
- Bengt Holmstrom, 1979. "Moral Hazard and Observability," Bell Journal of Economics, The RAND Corporation, vol. 10(1), pages 74-91, Spring.
- Park, Eun-Soo, 1995. "Incentive Contracting under Limited Liability," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 4(3), pages 477-490, Fall.
- Healy, Paul M., 1985. "The effect of bonus schemes on accounting decisions," Journal of Accounting and Economics, Elsevier, vol. 7(1-3), pages 85-107, April.
- Sappington, David, 1983. "Limited liability contracts between principal and agent," Journal of Economic Theory, Elsevier, vol. 29(1), pages 1-21, February.
CitationsCitations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
- Kräkel, Matthias & Schöttner, Anja, 2016.
"Optimal sales force compensation,"
Journal of Economic Behavior & Organization,
Elsevier, vol. 126(PA), pages 179-195.
- Matthias Kräkel & Anja Schöttner, 2014. "Optimal Sales Force Compensation," Working Paper Series of the Department of Economics, University of Konstanz 2014-09, Department of Economics, University of Konstanz.
- Levenson, Alec R. & Zoghi, Cindy & Gibbs, Michael & Benson, George, 2011. "Optimizing Incentive Plan Design: A Case Study," IZA Discussion Papers 5985, Institute for the Study of Labor (IZA).
- Imhof, Lorens & Kräkel, Matthias, 2014.
"Bonus pools and the informativeness principle,"
European Economic Review,
Elsevier, vol. 66(C), pages 180-191.
- Imhof, Lorens & Kräkel, Matthias, 2013. "Bonus Pools and the Informativeness Principle," Discussion Paper Series of SFB/TR 15 Governance and the Efficiency of Economic Systems 413, Free University of Berlin, Humboldt University of Berlin, University of Bonn, University of Mannheim, University of Munich.
- Fabian Herweg & Daniel Muller & Philipp Weinschenk, 2010.
"Binary Payment Schemes: Moral Hazard and Loss Aversion,"
American Economic Review,
American Economic Association, vol. 100(5), pages 2451-2477, December.
- Herweg, Fabian & Müller, Daniel & Weinschenk, Philipp, 2010. "Binary payment schemes: Moral hazard and loss aversion," Munich Reprints in Economics 19450, University of Munich, Department of Economics.
- Fabian Herweg & Daniel Müller & Philipp Weinschenk, 2010. "Binary Payment Schemes: Moral Hazard and Loss Aversion," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2010_38, Max Planck Institute for Research on Collective Goods.
- Sanjay Jain, 2012. "Self-Control and Incentives: An Analysis of Multiperiod Quota Plans," Marketing Science, INFORMS, vol. 31(5), pages 855-869, September.
- Kadan, Ohad & Swinkels, Jeroen M., 2013. "Minimum payments and induced effort in moral hazard problems," Games and Economic Behavior, Elsevier, vol. 82(C), pages 468-489.
- Leon Yang Chu & David E.M. Sappington, 2009. "Implementing high-powered contracts to motivate intertemporal effort supply," RAND Journal of Economics, RAND Corporation, vol. 40(2), pages 296-316.
- Quintero Jaramillo, Jose E., 2004. "Moral hazard in teams with limited punishments and multiple outputs," DEE - Working Papers. Business Economics. WB wb040705, Universidad Carlos III de Madrid. Departamento de Economía de la Empresa.
- Ulbricht, Robert, 2016.
"Optimal delegated search with adverse selection and moral hazard,"
Econometric Society, vol. 11(1), January.
- Ulbricht, Robert, 2014. "Optimal Delegated Search with Adverse Selection and Moral Hazard," TSE Working Papers 14-475, Toulouse School of Economics (TSE).
- Ulbricht, Robert, 2014. "Optimal Delegated Search with Adverse Selection and Moral Hazard," Discussion Paper Series of SFB/TR 15 Governance and the Efficiency of Economic Systems 462, Free University of Berlin, Humboldt University of Berlin, University of Bonn, University of Mannheim, University of Munich.
- Minkyung Kim & K. Sudhir & Kosuke Uetake & Rodrigo Canales, 2016. "Multidimensional Sales Incentives in CRM Settings: Customer Adverse Selection and Moral Hazard," Cowles Foundation Discussion Papers 2085, Cowles Foundation for Research in Economics, Yale University.
- Sanjog Misra & Harikesh Nair, 2011.
"A structural model of sales-force compensation dynamics: Estimation and field implementation,"
Quantitative Marketing and Economics (QME),
Springer, vol. 9(3), pages 211-257, September.
- Misra, Sanjog & Nair, Harikesh, 2009. "A Structural Model of Sales-Force Compensation Dynamics: Estimation and Field Implementation," Research Papers 2037, Stanford University, Graduate School of Business.
- Martinez, Leonardo, 2009. "A theory of political cycles," Journal of Economic Theory, Elsevier, vol. 144(3), pages 1166-1186, May.
- repec:kob:tjrevi:dec2016:v:6:p:65-93 is not listed on IDEAS
- Ying Yang & Niladri Syam & James Hess, 2013. "Thrill of victory and agony of defeat: Emotional rewards and sales force compensation," Quantitative Marketing and Economics (QME), Springer, vol. 11(4), pages 379-402, December.
- Sanjay Jain, 2009. "Self-Control and Optimal Goals: A Theoretical Analysis," Marketing Science, INFORMS, vol. 28(6), pages 1027-1045, 11-12.
- Green, Colin P. & Heywood, John S., 2010.
"Profit sharing and the quality of relations with the boss,"
Elsevier, vol. 17(5), pages 859-867, October.
- C Green & J S Heywood, 2008. "Profit Sharing and the Quality of Relations with the Boss," Working Papers 596078, Lancaster University Management School, Economics Department.
- Alison E. Weingarden, 2017. "Employment Dynamics in a Signaling Model with Workers' Incentives," Finance and Economics Discussion Series 2017-040, Board of Governors of the Federal Reserve System (U.S.).
- Ines Macho-Stadler & David Pérez-Castrillo, 2016. "Moral Hazard: Base Models and Two Extensions," CESifo Working Paper Series 5851, CESifo Group Munich.
- Boosey, Luke & Goerg, Sebastian J., 2018. "The Timing of Discretionary Bonuses: Effort, Signals, and Reciprocity," IZA Discussion Papers 11580, Institute for the Study of Labor (IZA).
- Francis de Véricourt & Denis Gromb, 2014. "Financing capacity investment under demand uncertainty," ESMT Research Working Papers ESMT-14-03, ESMT European School of Management and Technology.
- Niladri Syam & James Hess & Ying Yang, 2013. "Sales contests versus quotas with imbalanced territories," Marketing Letters, Springer, vol. 24(3), pages 229-244, September.
More about this item
StatisticsAccess and download statistics
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ucp:jlabec:v:18:y:2000:i:3:p:405-26. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Journals Division). General contact details of provider: http://www.journals.uchicago.edu/JOLE/ .
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.