Effort or timing: The effect of lump-sum bonuses
Citations
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Cited by:
- 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 Behavioral Economics 2010_38, Max Planck Institute for Behavioral Economics.
- Sanjay Jain, 2012. "Self-Control and Incentives: An Analysis of Multiperiod Quota Plans," Marketing Science, INFORMS, vol. 31(5), pages 855-869, September.
- Andrea Repetto & Alejandro Jofré & Sofía Moroni, 2012.
"Dynamic Contracts Under Loss Aversion,"
Working Papers
wp_024, Adolfo Ibáñez University, School of Government.
- Sofia Moroni, 2016. "Dynamic Contracts Under Loss Aversion," Working Paper 5868, Department of Economics, University of Pittsburgh.
- Alejandro Jofre & Sofia Moroni & Andrea Repetto, 2015. "Dynamic Contracts Under Loss Aversion," Working Papers wp_046, Adolfo Ibáñez University, School of Government.
- 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.
- Doug J. Chung & Thomas Steenburgh & K. Sudhir, 2014. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans," Marketing Science, INFORMS, vol. 33(2), pages 165-187, March.
- 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.
- Jun Honda & Roman Inderst & Marco Ottaviani, 2024.
"When Liability Is Not Enough: Regulating Bonus Payments in Markets with Advice,"
Management Science, INFORMS, vol. 70(2), pages 1301-1314, February.
- Honda, Jun & Inderst, Roman & Ottaviani, Marco, 2022. "When Liability is Not Enough: Regulating Bonus Payments in Markets With Advice," EconStor Preprints 259401, ZBW - Leibniz Information Centre for Economics.
- Boosey, Luke & Goerg, Sebastian, 2020.
"The timing of discretionary bonuses – effort, signals, and reciprocity,"
Games and Economic Behavior, Elsevier, vol. 124(C), pages 254-280.
- Boosey, Luke & Goerg, Sebastian J., 2018. "The Timing of Discretionary Bonuses: Effort, Signals, and Reciprocity," IZA Discussion Papers 11580, IZA Network @ LISER.
- Xiaolin Li & Mengze Shi & Clarice Zhao, 2025. "Incentivizing Mass Creativity: An Empirical Study of the Online Publishing Market," Management Science, INFORMS, vol. 71(12), pages 10707-10726, December.
- Tat Y. Chan & Jia Li & Lamar Pierce, 2014. "Compensation and Peer Effects in Competing Sales Teams," Management Science, INFORMS, vol. 60(8), pages 1965-1984, August.
- Murali Mantrala & Sönke Albers & Fabio Caldieraro & Ove Jensen & Kissan Joseph & Manfred Krafft & Chakravarthi Narasimhan & Srinath Gopalakrishna & Andris Zoltners & Rajiv Lal & Leonard Lodish, 2010. "Sales force modeling: State of the field and research agenda," Marketing Letters, Springer, vol. 21(3), pages 255-272, September.
- Tinglong Dai & Kinshuk Jerath, 2016. "Technical Note—Impact of Inventory on Quota-Bonus Contracts with Rent Sharing," Operations Research, INFORMS, vol. 64(1), pages 94-98, February.
- Calem, Paul & Correa, Ricardo & Lee, Seung Jung, 2020.
"Prudential policies and their impact on credit in the United States,"
Journal of Financial Intermediation, Elsevier, vol. 42(C).
- Paul S. Calem & Ricardo Correa & Seung Jung Lee, 2016. "Prudential Policies and Their Impact on Credit in the United States," International Finance Discussion Papers 1186, Board of Governors of the Federal Reserve System (U.S.).
- Paul Calem & Ricardo Correa & Seung Jung Lee, 2017. "Prudential policies and their impact on credit in the United States," BIS Working Papers 635, Bank for International Settlements.
- Longyuan Du & Ming Hu & Jiahua Wu, 2022. "Sales Effort Management Under All-or-Nothing Constraint," Management Science, INFORMS, vol. 68(7), pages 5109-5126, July.
- Bruttel, Lisa & Eisenkopf, Gerald, 2012. "No contract or unfair contract: What's better?," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 41(4), pages 384-390.
- Lamar Pierce & Alex Rees-Jones & Charlotte Blank, 2025.
"The Negative Consequences of Loss-Framed Performance Incentives,"
American Economic Journal: Economic Policy, American Economic Association, vol. 17(1), pages 506-539, February.
- Lamar Pierce & Alex Rees-Jones & Charlotte Blank, 2020. "The Negative Consequences of Loss-Framed Performance Incentives," NBER Working Papers 26619, National Bureau of Economic Research, Inc.
- Doug J. Chung & Byungyeon Kim & Byoung G. Park, 2021. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training," Management Science, INFORMS, vol. 67(11), pages 7046-7074, November.
- Rob Waiser & Juan Dubra & Jean-Pierre Benoît, 2025. "Incentives, burnout, and turnover: Dynamic compensation design with effort cost spillover," Quantitative Marketing and Economics (QME), Springer, vol. 23(4), pages 589-639, December.
- Bakó, Barna & Kálecz-Simon, András, 2013. "Quota bonuses with heterogeneous agents," Economics Letters, Elsevier, vol. 119(3), pages 316-320.
- Anja Schöttner, 2017. "Optimal Sales Force Compensation in Dynamic Settings: Commissions vs. Bonuses," Management Science, INFORMS, vol. 63(5), pages 1529-1544, May.
- Jun Honda & Roman Inderst, 2017.
"Nonlinear incentives and advisor bias,"
Working Papers
2017-26, Faculty of Economics and Statistics, Universität Innsbruck.
- Honda, Jun & Inderst, Roman, 2017. "Nonlinear Incentives and Advisor Bias," EconStor Preprints 253657, ZBW - Leibniz Information Centre for Economics.
- Inderst, Roman, 2018. "Nonlinear Incentives and Advisor Bias," CEPR Discussion Papers 12914, Centre for Economic Policy Research.
- 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.
- Chung, Doug J. & Kim, Byungyeon & Syam, Niladri B., 2020. "A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?," Foundations and Trends(R) in Marketing, now publishers, vol. 11(1), pages 1-52, June.
- Dominique Demougin & Benjamin Bental, 2025. "Procedural vs. Substantive Approaches in Non-Comprehensive Contracts," CESifo Working Paper Series 11861, CESifo.
- Jiwoong Shin & K. Sudhir, 2010. "A Customer Management Dilemma: When Is It Profitable to Reward One's Own Customers?," Marketing Science, INFORMS, vol. 29(4), pages 671-689, 07-08.
- Tinglong Dai & Kinshuk Jerath, 2013. "Salesforce Compensation with Inventory Considerations," Management Science, INFORMS, vol. 59(11), pages 2490-2501, November.
- Michael Ahearne & Molly Ahearne, 2025. "Designing sales incentives: Opportunities for research with impact," AMS Review, Springer;Academy of Marketing Science, vol. 15(1), pages 307-312, June.
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