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The cost of high-powered incentives : employee gaming in enterprise software sales
Larkin, Ian - 2013
This paper investigates the pricing distortions that arise from the use of a common non-linear incentive scheme at a leading enterprise software vendor. The empirical results demonstrate that salespeople are adept at gaming the timing of deal closure to take advantage of the vendor's...
Persistent link: https://www.econbiz.de/10009712387
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High water marks
Goetzmann, William N.; Ingersoll, Jonathan E.; Ross, … - 1998
Persistent link: https://www.econbiz.de/10000656210
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Organizing for change : preference diversity, effort incentives, and separation of decision and execution
Itō, Hideshi - 2015
Persistent link: https://www.econbiz.de/10011381443
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CEO incentives : measurement, determinants, and impact on performance
Peng, Lin; Röell, Ailsa; Tang, Hongfei - 2016
Persistent link: https://www.econbiz.de/10011524465
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Executive compensation and incentives : the impact of takeover legislation
Bertrand, Marianne; Mullainathan, Sendhil - 1998
Persistent link: https://www.econbiz.de/10001350627
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Performance incentives within firms : the effect of managerial responsibility
Aggarwal, Raj; Samwick, Andrew - 1999
Persistent link: https://www.econbiz.de/10001415119
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Executive compensation and incentives : the impact of takeover legislation
Mullainathan, Sendhil; Bertrand, Marianne - 1998
Persistent link: https://www.econbiz.de/10001376732
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Credit default swaps, agency problems, and management incentives
Lee, Jongsub; Oh, Junho; Yermack, David L. - 2017
Persistent link: https://www.econbiz.de/10011782646
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Estimating Coke and Pepsi's price and advertising strategies
Golan, Amos; Karp, Larry S.; Perloff, Jeffrey M. - 1998 - Rev
Persistent link: https://www.econbiz.de/10001366878
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Tournaments with gaps
Imhof, Lorens; Kräkel, Matthias - 2013
A standard tournament contract specifies only tournament prizes. If agents' performance is measured on a cardinal scale …, the principal can complement the tournament contract by a gap which defines the minimum distance by which the best … performing agent must beat the second best to receive the winner prize. We analyze a tournament with two risk averse agents …
Persistent link: https://www.econbiz.de/10010198511