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Competitive Model Selection in Algorithmic Targeting
Iyer, Ganesh; Ke, T. Tony - National Bureau of Economic Research - 2023
This paper studies how market competition influences the algorithmic design choices of firms in the context of targeting. Firms face the general trade-off between bias and variance when choosing the design of a supervised learning algorithm in terms of model complexity or the number of...
Persistent link: https://www.econbiz.de/10014247922
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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
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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
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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
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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
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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
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Does management matter? : evidence from India
Bloom, Nicholas Dagen (contributor) - 2011
"A long-standing question in social science is to what extent differences in management cause differences in firm performance. To investigate this we ran a management field experiment on large Indian textile firms. We provided free consulting on modern management practices to a randomly chosen...
Persistent link: https://www.econbiz.de/10011394862
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School inputs, household substitution, and test scores
Das, Jishnu (contributor) - 2011
school and household inputs, and test its predictions in two very different low-income country settings - Zambia and India …
Persistent link: https://www.econbiz.de/10011394918
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Do Patents Matter? : Empirical Evidence after GATT
Lanjouw, Jean O. - 2000
protection. We use new survey data from India, the results of interviews with industry, government and multinational institutions …
Persistent link: https://www.econbiz.de/10012471281
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Indian Manufacturing Industry : Elephant or Tiger? New Evidence on the Asian Miracle
Hulten, Charles R. - 1999
We estimate the rate of total factor productivity growth in Indian manufacturing industry for the period 1973-1992, and compare the results to those obtained by Young for the East Asian Tigers. We then interpret our results in light of Krugman's hypothesis that, because the Asian Miracle was...
Persistent link: https://www.econbiz.de/10012471341