In this paper, we analyze the impact of two forms of commonly used threshold-based incentive schemes on the observed 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...

In this article, we study threshold-based sales-force incentives and their impact on a dealer's optimal effort. A phenomenon, observed in practice is that the dealer exerts a large effort toward the end of the incentive period to boost sales and reach the threshold to make additional profits. In...

Purpose: Increasing environmental uncertainty, more demanding customers, rapid technological growth and rising capital costs have all forced firms to evolve from collaborating with buyers and suppliers to collaborating with their competitors and that is called coopetition. The purpose of this...