A structural model of salesforce compensation dynamics: Response to Profs. Rust and Staelin
Author:
Publisher
Springer Science and Business Media LLC
Subject
Marketing,Economics, Econometrics and Finance (miscellaneous)
Link
http://link.springer.com/content/pdf/10.1007/s11129-011-9111-6.pdf
Reference4 articles.
1. Ellickson, P., Misra, S., & Nair, H. (2011). Repositioning dynamics and pricing strategy. Working paper, University of Rochester.
2. Holmstrom B., & Milgrom P. (1987). Aggregation and linearity in the provision of intertemporal incentives. Econometrica, 55, 303–328.
3. Lal, R., & Srinivasan, V. (1993). Compensation plans for single- and multi-product salesforces: An application of the Holmstrom-Milgrom model. Management Science, 39(7), 777–793.
4. Shearer, B., & Ferrall, C. (1999). Incentives and transactions costs within the firm: Estimating an agency model using payroll records. The Review of Economic Studies, 66, 309–338.
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