Monitoring and Incentives in Sales Organizations: An Agency-Theoretic Perspective

Published Online:https://doi.org/10.1287/mksc.17.2.107

References

  • Anderson Erin, Oliver Richard L. Perspectives on behavior-based versus outcome-based salesforce control systems. J. Marketing (1987) 51(October):76–88CrossrefGoogle Scholar
  • Banker Rajiv D., Thevaranjan Alex. Accounting earnings and effort allocation. Managerial Finance (1997) 23(5):56–70CrossrefGoogle Scholar
  • Basu Amiya K., Lal Rajiv, Srinivasan V., Staelin Richard. Salesforce compensation plans: An agency theoretic perspective. Marketing Sci. (1985) 4(Fall):267–291LinkGoogle Scholar
  • Basu Amiya K., Bell Gurumurthy. On the relative performance of linear versus nonlinear compensation plans. Internat. J. Res. Marketing (1990) 7(December):171–178CrossrefGoogle Scholar
  • Brown Mark. Paying for quality. J. Quality Participation (1992) 15(September):38–43Google Scholar
  • Churchill Gilbert A., Ford Neil M., Walker Orville C.Sales Force Management (1993) (Irwin, Homewood, IL) Google Scholar
  • Eisenhardt Kathleen. Control: Organizational and economic approaches. Management Sci. (1985) 31(2):134–149LinkGoogle Scholar
  • Feltham Gerald A., Xie Jim. Performance measure congruity and diversity in multi-task principal/agent relations. The Accounting Rev. (1994) 69(3):429–453Google Scholar
  • Hauser John R., Simester Duncan I., Wernerfelt Birger. Customer satisfaction incentives. Marketing Sci. (1994) 13(Fall):327–350LinkGoogle Scholar
  • Holmstrom Bengt. Moral hazard and observability. Bell J. Econom. (1979) 10:74–91CrossrefGoogle Scholar
  • Holmstrom Bengt, Milgrom Paul. Aggregation and linearity in the provision of intertemporal incentives. Econometrica (1987) 55(March):303–328CrossrefGoogle Scholar
  • Homstrom Bengt, Milgrom Paul. Multi-task principal-agent analyses: Incentive contracts, asset ownership, job design. J. Law, Econom., Organ. (1991) 7:24–52CrossrefGoogle Scholar
  • Kotler Philip, Armstrong Gary. Principles of Marketing (1996) (Prentice Hall, Englewood Cliffs, NJ) Google Scholar
  • Lal Rajiv, Srinivasan V. Salesforce compensation plans: A dynamic perspective. (1988) . Working paper 999, Graduate School of Business, Stanford University, Stanford, CAGoogle Scholar
  • Lal Rajiv, Srinivasan V. Compensation plans for single and multi-product salesforces: An application of the Holmstrom-Milgrom model. Management Sci. (1993) 39(July):777–793LinkGoogle Scholar
  • Lal Rajiv, Staelin Richard. Salesforce compensation plans in environments with asymmetric information. Marketing Sci. (1986) 5(Summer):179–198LinkGoogle Scholar
  • Raju Jagmohan S., Srinivasan V. Quota-based compensation plans for multi-territory heterogeneous salesforces. Management Sci. (1996) 42(October):1454–1462LinkGoogle Scholar
  • Ross S. The economic theory of agency: The principal's problem. Amer. Econom. Rev. (1973) 63:134–139Google Scholar
  • Taylor Roxi. Commission only? Are you crazy? Kansas City Star (1995) April 23):E1Google Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.