Two key issues in business-to-business (B2B) sales force management are (1) how much a given sales job should be compensated (pay level) and (2) how much of the compensation should be fixed versus variable (pay structure). The authors examine the paychecks drawn by people in more than 14,000...

The literature on chief executive officers (CEOs) establishes that economic and sociological rationales are both essential to understand the level and structure of CEOs' compensation. Our thesis is that internal "transaction costs" or frictions override strictly economic criteria to determine...

Current theories of B2B relationships implicitly assume that the parties involved are accurate in their perceptions of each other. The present paper explores whether this assumption is justified, and what are the behavioral and economic consequences if parties misread the other party's states...

Opportunism is a central construct in exchange theory. Economists contend that despite the firm's best efforts to erect governance structures that reduce opportunism and preserve outcomes, some opportunism always remains once the transaction is in place. Despite this fact, few studies...