Classical agency theory argues that economic incentives can have a strong impact on opportunistic reporting behavior. On the other hand, behavioral literature suggests that agents also adhere to descriptive norms established by peers. Most studies examine these effects in isolation, ignoring the...

The paper tries to establish for a large European car dealership whether target ratcheting and target achievements are associated with the type of contract offered to the franchisee in the dealership. We find that the franchisor sets different targets within a common stair-step incentive scheme...

Principals make decisions on various issues, ranging from contract design to control system implementation. Few studies examine the principal's active role in these decisions. We experimentally investigate this role by studying how a principal's choice for a truth-telling incentive contract,...

Principals make decisions on various issues, ranging from contract design to control system implementation. Few studies examine the principal’s active role in these decisions. We experimentally investigate this role by studying how a principal’s choice for a truth-telling incentive contract,...