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Delegating Pricing Decisions in Competitive Markets with Symmetric and Asymmetric Information
Mishra, Birendra K.; Prasad, Ashutosh - In: Marketing Science 24 (2005) 3, pp. 490-497
Delegating pricing decisions to the salesforce has been a salient issue for marketing academics and practitioners. We …
Persistent link: https://www.econbiz.de/10008787694
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Optimal incentives for salespeople with learning potential
Gao, Long - In: Management science : journal of the Institute for … 69 (2023) 6, pp. 3285-3296
Persistent link: https://www.econbiz.de/10014305605
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When pay increases are not enough: The economic value of wage Delegation in the field
Jeworrek, Sabrina; Mertins, Vanessa - 2014
By conducting a natural field experiment, we test whether a managerial policy of allowing employees to self-determine their wages is as successful as recently suggested by laboratory evidence. We find that this policy indeed enhances performance. However, our data is clearly at odds with the...
Persistent link: https://www.econbiz.de/10010435383
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When pay increases are not enough : the economic value of wage Delegation in the field
Jeworrek, Sabrina; Mertins, Vanessa - 2014
By conducting a natural field experiment, we test whether a managerial policy of allowing employees to self-determine their wages is as successful as recently suggested by laboratory evidence. We find that this policy indeed enhances performance. However, our data is clearly at odds with the...
Persistent link: https://www.econbiz.de/10010354002
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Do self-determined wages really improve employees performance? : evidence from a randomized field experiment : conference paper
Jeworrek, Sabrina; Mertins, Vanessa - 2014
Recent laboratory evidence suggests that employees who have the extraordinary right to self-determine their wages perform better. By conducting a natural field experiment, we aim to test whether this policy actually has the predicted positive effects in a real-labor market. Employees were hired...
Persistent link: https://www.econbiz.de/10010486690
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When Pay Increases are Not Enough: The Economic Value of Wage Delegation in the Field
Mertins, Vanessa; Jeworrek, Sabrina - Institut für Arbeitsrecht und Arbeitsbeziehungen in … - 2014
By conducting a natural field experiment, we test whether a managerial policy of allowing employees to self-determine their wages is as successful as recently suggested by laboratory evidence. We find that this policy indeed enhances performance. However, our data is clearly at odds with the...
Persistent link: https://www.econbiz.de/10010775968
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Price delegation and salesforce contract design with asymmetric risk aversion coefficient of sales agents
Dai, Yue; Chao, Xiuli - In: International journal of production economics 172 (2016), pp. 31-42
Persistent link: https://www.econbiz.de/10011442304
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Involving sales managers in sales force compensation design
Waiser, Rob - In: Journal of marketing research 58 (2021) 1, pp. 182-201
Persistent link: https://www.econbiz.de/10012426510
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Delegating Pricing Decisions
Bhardwaj, Pradeep - In: Marketing Science 20 (2001) 2, pp. 143-169
other firms do not. This paper analyzes the impact of competition on the delegation decision and, in turn, the impact of … delegation on prices and incentives. The theory builds on the simplest framework of competition in two dimensions: prices and … price-delegation decision and, if yes, why? (2) How do prices vary under price-delegation and no-price-delegation scenarios …
Persistent link: https://www.econbiz.de/10008788295
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Cross-selling performance in complex selling contexts : an examination of supervisory- and compensation-based controls
Schmitz, Christian; Lee, You-Cheong; Lilien, Gary L. - In: Journal of marketing 78 (2014) 3, pp. 1-19
Persistent link: https://www.econbiz.de/10010360457