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Incentives theory suggests that compensation schemes should be analyzed along two dimensions: controllability and … congruence. Most schemes cannot satisfy both criteria at once. EVA bonus schemes, a major managerial innovation of the 90’s … qualitative feedback from the managers involved, are analyzed. It is argued that EVA bonus schemes may have a major …
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This paper studies a retail chain that introduced a sales incentive plan that rewarded for exceeding a sales target and subsequently cut the incentive intensity in addition to increasing the target. Utilizing monthly panel data for 54 months for all 53 units of the chain the paper shows that the...
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