Multiperiod contracting and salesperson effort profiles : the optimality of "hockey stick," "giving up," and "resting on laurels"
Year of publication: |
2020
|
---|---|
Authors: | Jerath, Kinshuk ; Long, Fei |
Published in: |
Journal of marketing research. - Thousand Oaks, CA : Sage Publishing, ISSN 1547-7193, ZDB-ID 2066604-4. - Vol. 57.2020, 2, p. 211-235
|
Subject: | sales force compensation | dynamic incentives | effort gaming | “hockey stick” | sales push out and pull in | Verkaufspersonal | Salespeople | Leistungsanreiz | Performance incentive | Spieltheorie | Game theory | Anreiz | Incentives | Prinzipal-Agent-Theorie | Agency theory |
-
Optimal incentives for salespeople with learning potential
Gao, Long, (2023)
-
The performance measurement trap
Kuksov, Dmitri, (2019)
-
Homogeneous contracts for heterogeneous agents : aligning sales force composition and compensation
Daljord, Øystein, (2016)
- More ...
-
The logic and management of "digital co-op" in search advertising
Jerath, Kinshuk, (2018)
-
Jerath, Kinshuk, (2020)
-
Leveraging Information from Sponsored Advertising at Online Retail Marketplaces
Long, Fei, (2020)
- More ...