Sohoni, Milind G.; Chopra, Sunil; Mohan, Usha; … - 2022
sales variability. The first form of the incentive comprises an additional marginal payment on crossing a specified sales … threshold and the second form of the incentive scheme comprises a lumpsum bonus payment on crossing the predetermined sales … threshold. We model the effect of such incentives under two specific scenarios: an exclusive dealership selling a single product …