This paper empirically examines the interactive effect of competition intensity and competition type on the use of customer satisfaction measures in executives’ annual bonus contracts. Specifically, we predict a stronger association between competition intensity in an industry and the use of...

In a setting in which corporate headquarters dictates total sales targets, we study how supervisors allocate sales targets to individual stores. Specifically, we analyze whether supervisors strategically use discretion in the target-setting process to address compensation contracting issues. We...