Thon, Max; Gürtler, Oliver; Heinz, Matthias; Schäfer, Kai - 2024
interaction. We compare the impact of different forms of monetary incentives with non-monetary incentives provided through direct … support to reduce the sales agents' effort costs. We develop a conceptual formal model hypothesizing that incentives for … intermediaries, (iii) intermediaries with weaker monetary incentives prior to the intervention, and (iv) products where the firm has …