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A Theory of Sales Quotas with Limited Liability and Rent Sharing

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Cited by:

  1. 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.
  2. Sanjay Jain, 2012. "Self-Control and Incentives: An Analysis of Multiperiod Quota Plans," Marketing Science, INFORMS, vol. 31(5), pages 855-869, September.
  3. Imhof, Lorens & Kräkel, Matthias, 2014. "Bonus pools and the informativeness principle," European Economic Review, Elsevier, vol. 66(C), pages 180-191.
  4. 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.
  5. Victor Gonzalez-Jimenez & Patricio S. Dalton & Charles N. Noussair, 2019. "The Dark Side of Monetary Bonuses: Theory and Experimental Evidence," Vienna Economics Papers vie1909, University of Vienna, Department of Economics.
  6. 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.
  7. Martinez, Leonardo, 2009. "A theory of political cycles," Journal of Economic Theory, Elsevier, vol. 144(3), pages 1166-1186, May.
  8. 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.
  9. 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.).
  10. Zhaolin Li & Samuel N. Kirshner, 2021. "Salesforce Compensation and Two‐Sided Ambiguity: Robust Moral Hazard with Moment Information," Production and Operations Management, Production and Operations Management Society, vol. 30(9), pages 2944-2961, September.
  11. Leon Yang Chu & Guoming Lai, 2013. "Salesforce Contracting Under Demand Censorship," Manufacturing & Service Operations Management, INFORMS, vol. 15(2), pages 320-334, May.
  12. Milind G. Sohoni & Achal Bassamboo & Sunil Chopra & Usha Mohan & Nuri Sendil, 2010. "Threshold incentives over multiple periods and the sales hockey stick phenomenon," Naval Research Logistics (NRL), John Wiley & Sons, vol. 57(6), pages 503-518, September.
  13. Green, Colin P. & Heywood, John S., 2010. "Profit sharing and the quality of relations with the boss," Labour Economics, Elsevier, vol. 17(5), pages 859-867, October.
  14. Inés Macho-Stadler & David Pérez-Castrillo, 2018. "Moral hazard: Base models and two extensions," Chapters, in: Luis C. Corchón & Marco A. Marini (ed.), Handbook of Game Theory and Industrial Organization, Volume I, chapter 16, pages 453-485, Edward Elgar Publishing.
  15. Niladri Syam & James Hess & Ying Yang, 2013. "Sales contests versus quotas with imbalanced territories," Marketing Letters, Springer, vol. 24(3), pages 229-244, September.
  16. Binqing Xiao & Wenqiang Xiao, 2020. "Technical Note: Optimal Salesforce Compensation with Supply–Demand Mismatch Costs," Production and Operations Management, Production and Operations Management Society, vol. 29(1), pages 62-71, January.
  17. Panos Kouvelis & Duo Shi, 2020. "Who Should Compensate the Sales Agent in a Distribution Channel?," Production and Operations Management, Production and Operations Management Society, vol. 29(11), pages 2437-2460, November.
  18. Tinglong Dai & Kinshuk Jerath, 2019. "Salesforce Contracting Under Uncertain Demand and Supply: Double Moral Hazard and Optimality of Smooth Contracts," Marketing Science, INFORMS, vol. 38(5), pages 852-870, September.
  19. 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.
  20. 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.
  21. Neda Ebrahim Khanjari & Seyed Iravani & Hyoduk Shin, 2014. "The Impact of the Manufacturer-Hired Sales Agent on a Supply Chain with Information Asymmetry," Manufacturing & Service Operations Management, INFORMS, vol. 16(1), pages 76-88, February.
  22. 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.
  23. Anja Schöttner, 2017. "Optimal Sales Force Compensation in Dynamic Settings: Commissions vs. Bonuses," Management Science, INFORMS, vol. 63(5), pages 1529-1544, May.
  24. Cai, Xiqian & Jiang, Wei & Song, Hong & Xie, Huihua, 2022. "Pay for performance schemes and manufacturing worker productivity: Evidence from a kinked design in China," Journal of Development Economics, Elsevier, vol. 156(C).
  25. Kräkel, Matthias & Schöttner, Anja, 2016. "Optimal sales force compensation," Journal of Economic Behavior & Organization, Elsevier, vol. 126(PA), pages 179-195.
  26. Francis de Véricourt & Denis Gromb, 2018. "Financing Capacity Investment Under Demand Uncertainty: An Optimal Contracting Approach," Manufacturing & Service Operations Management, INFORMS, vol. 20(1), pages 85-96, February.
  27. Levenson, Alec R. & Zoghi, Cindy & Gibbs, Michael & Benson, George, 2011. "Optimizing Incentive Plan Design: A Case Study," IZA Discussion Papers 5985, Institute of Labor Economics (IZA).
  28. Ulbricht, Robert, 2016. "Optimal delegated search with adverse selection and moral hazard," Theoretical Economics, Econometric Society, vol. 11(1), January.
  29. 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.
  30. Minkyung Kim & K. Sudhir & Kosuke Uetake, 2022. "A Structural Model of a Multitasking Salesforce: Incentives, Private Information, and Job Design," Management Science, INFORMS, vol. 68(6), pages 4602-4630, June.
  31. J. A. Garcia & Rosa Rodriguez-Sánchez & J. Fdez-Valdivia, 2021. "Quality censoring in peer review," Scientometrics, Springer;Akadémiai Kiadó, vol. 126(1), pages 825-830, January.
  32. Sanjay Jain, 2009. "Self-Control and Optimal Goals: A Theoretical Analysis," Marketing Science, INFORMS, vol. 28(6), pages 1027-1045, 11-12.
  33. Victor Gonzalez-Jimenez & Patricio S. Dalton & Charles N. Noussair, 2019. "The Dark Side of Monetary Bonuses: Theory and Experimental Evidence," Vienna Economics Papers 1909, University of Vienna, Department of Economics.
  34. Tinglong Dai & Kinshuk Jerath, 2013. "Salesforce Compensation with Inventory Considerations," Management Science, INFORMS, vol. 59(11), pages 2490-2501, November.
  35. Florian Englmaier & Stefan Grimm & Dominik Grothe & David Schindler & Simeon Schudy, 2018. "The Effect of Incentives in Non-Routine Analytical Team Tasks," CESifo Working Paper Series 6903, CESifo.
  36. Richard B. Freeman & Wei Huang & Teng Li, 2019. "Non-linear Incentives, Worker Productivity, and Firm Profits: Evidence from a Quasi-experiment," NBER Working Papers 25507, National Bureau of Economic Research, Inc.
  37. George Georgiadis & Balazs Szentes, 2020. "Optimal Monitoring Design," Econometrica, Econometric Society, vol. 88(5), pages 2075-2107, September.
  38. Li, Zhaolin, 2021. "Robust Moral Hazard with Distributional Ambiguity," Working Papers BAWP-2021-01, University of Sydney Business School, Discipline of Business Analytics.
  39. 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.
  40. Herweg, Fabian & Rosato, Antonio, 2018. "Bait and Ditch: Consumer Naiveté and Salesforce Incentives," CEPR Discussion Papers 12612, C.E.P.R. Discussion Papers.
  41. Douglas H. Frank & Tomasz Obloj, 2014. "Firm‐specific human capital, organizational incentives, and agency costs: Evidence from retail banking," Strategic Management Journal, Wiley Blackwell, vol. 35(9), pages 1279-1301, September.
  42. Fabian Herweg & Antonio Rosato, 2020. "Bait and ditch: Consumer naïveté and salesforce incentives," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 29(1), pages 97-121, January.
  43. Rongzhu Ke & Xinyi Xu, 2023. "The existence of an optimal deterministic contract in moral hazard problems," Economic Theory, Springer;Society for the Advancement of Economic Theory (SAET), vol. 76(2), pages 375-416, August.
  44. Gibbs, Michael, 2012. "Design and Implementation of Pay for Performance," IZA Discussion Papers 6322, Institute of Labor Economics (IZA).
  45. 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, June.
  46. Jian Chen & He Huang & Liming Liu & Hongyan Xu, 2021. "Price Delegation or Not? The Effect of Heterogeneous Sales Agents," Production and Operations Management, Production and Operations Management Society, vol. 30(5), pages 1350-1364, May.
  47. Long Gao, 2023. "Optimal Incentives for Salespeople with Learning Potential," Management Science, INFORMS, vol. 69(6), pages 3285-3296, June.
  48. 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.
  49. 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.
  50. John G. Sessions & John D. Skåtun, 2022. "Luck in a Flat Hierarchy: Wages, Bonuses and Noise," The Economic Record, The Economic Society of Australia, vol. 98(323), pages 373-391, December.
  51. Michael D. Frakes & Melissa F. Wasserman, 2024. "Deadlines Versus Continuous Incentives: Evidence from the Patent Office," NBER Working Papers 32066, National Bureau of Economic Research, Inc.
  52. Francis de Véricourt & Denis Gromb, 2019. "Financing Capacity with Stealing and Shirking," Management Science, INFORMS, vol. 65(11), pages 5128-5141, November.
  53. Wang, Wenbin & Hu, Shanshan, 2021. "Moral hazard with limited liability: Random-variable formulation and optimal contract structures," Games and Economic Behavior, Elsevier, vol. 126(C), pages 374-386.
  54. Ying Yang & Niladri B. Syam & James D. 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.
  55. 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.
  56. Michael Beckmann & Matthias Kräkel, 2022. "Empowerment, Task Commitment, and Performance Pay," Journal of Labor Economics, University of Chicago Press, vol. 40(4), pages 889-938.
  57. Ge Bai & Ranjani Krishnan, 2016. "Effects of Ambiguous Common Uncertainty on Employee Preference for Relative Performance Contracts," The Japanese Accounting Review, Research Institute for Economics & Business Administration, Kobe University, vol. 6, pages 65-93, December.
  58. Kuhn, Peter J. & Yu, Lizi, 2021. "Kinks as Goals: Accelerating Commissions and the Performance of Sales Teams," IZA Discussion Papers 14115, Institute of Labor Economics (IZA).
  59. Mira Frick & Ryota Iijima & Yuhta Ishii, 2023. "Monitoring with Rich Data," Papers 2312.16789, arXiv.org.
  60. Juan Camilo Serpa & Harish Krishnan, 2017. "The Strategic Role of Business Insurance," Management Science, INFORMS, vol. 63(2), pages 384-404, February.
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