We study a retailer's sourcing contract when the supplier's reservation profit (offered by his outside options) depends on his cost, which is privately known to only the supplier. An interesting discovery from our analysis is that supply chain coordination may be achieved despite the...

Coordinating contracts have been extensively researched in supply chain management. In this retrospect, we systematically review the profit allocation, decision sequence, and compliance aspects of these contracts. In addition to the existing concepts in the literature, we propose the notion of...

We present an empirical framework to analyze real-world sales-force compensation schemes. The model is flexible enough to handle quotas and bonuses, output-based commission schemes, as well as "ratcheting" of compensation based on past performance, all of which are ubiquitous in actual...

We show that contracting in agency with voluntary participation may involve incentives for the agent's abstention. Their provision alters the optimality criteria in the principal's decision-making, further distorts the mechanism, and may lead to breakdown of contracting in circumstances where...

The apparel industry's complex global supply chain makes it difficult to monitor the upstream firms' Corporate Social Responsibility (CSR) practices. However, CSR failure in any stage of the supply chain also damages the downstream fashion brands’ reputation and profitability. In recent years,...

We study the impact of limited inventory on optimal salesforce compensation contracts. We use the framework of Oyer (2000), characterized by limited liability and rent sharing with the agent. A commonly invoked assumption in the inventory management literature is that the demand distribution...

To generate downstream sales, manufacturers often spend both effort and compensation when working with their dealers. Existing theories are inconclusive about the interdependent role of the two kinds of instruments in motivating dealer effort; that is, whether they are substitutes or...

This paper uses a mechanism design without transfer approach to investigate the optimal communication mechanism in a two-division organization. The principal, with perfect commitment power on multiple decision rules, wants decisions to be both adapted to local conditions and coordinated with...

We consider a persuasion problem between a sender and a non-expected utility maximizing receiver whose utility may be nonlinear in her belief; we call such receivers risk-conscious. Such utility models arise, for example, when the receiver exhibits sensitivity to the variance of the payoff on...

We develop a continuous-time model where a risk-neutral principal contracts with a CARA manager protected by limited liability to run a project. Its output can be increased by costly unobservable managerial effort, but it is liquidated if the manager quits. The manager can trade a market...