Taylor, Terry A. - In: Management Science 48 (2002) 8, pp. 992-1007
the rebate is paid for each unit sold beyond a specified target level. When demand is not influenced by sales effort, a … linear rebate in a way that is implementable. When demand is influenced by retailer sales effort, a properly designed target … literature that accepting returns weakens incentives for retailer sales effort, we find that the provision of returns strengthens …