This paper investigates the pricing distortions that arise from the use of a common non-linear incentive scheme at a leading enterprise software vendor. The empirical results demonstrate that salespeople are adept at gaming the timing of deal closure to take advantage of the vendor's...

Hospital and health care administrators have often named prescription drug costs as one of their largest cost problems. Relatedly, a significant body of research demonstrates that meals and honoraria from pharmaceutical firms to physicians leads to higher prescribing of expensive, brand name...

Research has shown that goal-based incentive systems lead to cheating. However, goal-based systems contain many distinct components, including the assignment of the target, justification of the target through information such as social comparisons, and monetary rewards for meeting the target....