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Kinks as Goals : Accelerating Commissions and the Performance of Sales Teams

Kuhn, Peter Joseph; Yu, Lizi - National Bureau of Economic Research - 2021

We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a...

Persistent link: https://www.econbiz.de/10012482702

Persuasion and empathy in salesperson-customer interactions

Rotemberg, Julio J. - 2010

In a search model, prospects encounter salespeople who can try to persuade them. Persuasive messages can increase the … utility of buying or increase the cost of not buying. The latter reduces welfare. Equilibria where only some salespeople make … a persuasive effort often exist. Salespeople vary in their empathy, and choose their jobs accordingly. When all …

Persistent link: https://www.econbiz.de/10012462677

Selling Price and Selling Time : The Impact of Seller Motivation

Glower, Michel - 1995

This study considers the role that seller motivation plays in determining sales price and selling time. We find that sale prices are directly related to the estimated value of the property and to the amount of over-pricing, which is directly related to the seller's level of motivation. Further,...

Persistent link: https://www.econbiz.de/10012473818

The Impatient Salesperson and the Delegation of Pricing Authority

Lazear, Edward P. - 2014

Sales agents are impatient relative to owners. If a good fails to sell, the owner still retains possession of that good and can enjoy its services, whereas the agent receives nothing. As a consequence, sales agents prefer a lower price than does an owner. Owners are therefore reluctant to...

Persistent link: https://www.econbiz.de/10012458136

The Role of Sales Agents in Information Disclosure : Evidence from a Field Experiment

Allcott, Hunt - 2014

With a large nationwide retailer, we run a natural field experiment to measure the effects of energy use information disclosure, customer rebates, and sales agent incentives on demand for energy efficient durable goods. While a combination of large rebates plus sales incentives substantially...

Persistent link: https://www.econbiz.de/10012458616

Human Frictions in the Transmission of Economic Policies

D'Acunto, Francesco; Hoang, Daniel; Paloviita, Maritta; … - National Bureau of Economic Research - 2021

Many consumers below the top of the distribution of a representative population by cognitive abilities barely react to monetary and fiscal policies that aim to stimulate consumption and borrowing, even when they are financially unconstrained and despite substantial debt capacity. Differences in...

Persistent link: https://www.econbiz.de/10012629499

The Long-Run Effects of Psychotherapy on Depression, Beliefs, and Economic Outcomes

Bhat, Bhargav; De Quidt, Jonathan; Haushofer, Johannes; … - National Bureau of Economic Research - 2022

We revisit two clinical trials that randomized depressed adults in India (n=775) to a brief course of psychotherapy or a control condition. Four to five years later, the treatment group was 11 percentage points less likely to be depressed than the control group. The more effective intervention...

Persistent link: https://www.econbiz.de/10013210039

Inaccurate Statistical Discrimination

Bohren, J. Aislinn - 2019

Discrimination has been widely studied in economics and other disciplines. In addition to identifying evidence of discrimination, economists often categorize the source of discrimination as either taste-based or statistical. Categorizing discrimination in this way can be valuable for policy...

Persistent link: https://www.econbiz.de/10012479885

Individual vs. Social Motives in Identity Choice : Theory and Evidence from China

Jia, Ruixue - 2019

The same government policy that incentivizes individuals to make a certain choice can have different effects across groups due to the existence of social norms. In this paper, we study how Chinese ethnic policies that give material benefits to minorities affect ethnicity choices for children in...

Persistent link: https://www.econbiz.de/10012479957

The Right Stuff? Personality and Entrepreneurship

Hamilton, Barton H. - 2018

We construct a structural model of entry into self-employment to evaluate the impact of policies supporting entrepreneurship. Previous work has recognized that workers may opt for self-employment due to the non-pecuniary benefits of running a business and not necessarily because they are good at...

Persistent link: https://www.econbiz.de/10012480659

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