Delegating Pricing Decisions

References

• Basu Amiya K., Lal Raj, Srinivasan V., Staelin Richard. Salesforce compensation plans: An agency theoretic perspective. Marketing Sci. (1985) 4(Fall):267–291Link, Google Scholar
• Bulow Jeremy I., Geanakoplos John D., Klemperer Paul D. Multimarket oligopoly: Strategic substitutes or complements. J. Political Economy (1985) 93:488–511Crossref, Google Scholar
• Choi S. Chan. Price competition in a channel structure with a common retailer. Marketing Sci. (1991) 10(Fall):271–296Link, Google Scholar
• Churchill Gilbert, Ford Neil M., Walker Orville C.Sales Force Management (1991) (Irwin Professional Publications, Boston, MA) Google Scholar
• Coughlan Anne T. Competition and cooperation in marketing channel choice: Theory and application. Marketing Sci. (1985) 4(Spring):110–129Link, Google Scholar
• Fershtman Chaim, Judd Kenneth. Equilibrium incentives in oligopoly. Amer. Economic Rev. (1987) 77:927–940Google Scholar
• Holmstrom Bengt, Milgrom Paul. Multitask principal-agent analyses: Incentive contracts, asset ownership, and job design. J. Law, Econom. Organ. (1991) 7:24–52Crossref, Google Scholar
• Katz Michael L. Game-playing agents: Unobservable contracts as precommitments. RAND J. Econom. (1991) 22(3):307–328Crossref, Google Scholar
• Lal Rajiv. Delegating pricing responsibility to the salesforce. Marketing Sci. (1986) 5(2):159–168Link, Google Scholar
• Lal Rajiv, Staelin Richard. Salesforce compensation plans in environments with asymmetric information. Marketing Sci. (1986) 5(3):179–198Link, Google Scholar
• Mathewson G. F., Winter R. A. An economic theory of vertical restraints. RAND J. Econom. (1984) 15:27–28Crossref, Google Scholar
• McGuire Timothy, Staelin Richard. An industry equilibrium analysis of downstream vertical integration. Marketing Sci. (1983) 2(Spring):161–192Link, Google Scholar
• Moorthy Sridhar. Strategic decentralization in channels. Marketing Sci. (1988) 7:335–355Link, Google Scholar
• Peck C. A.Compensating field sales representatives (1982) (The Conference Board, New York) . Report No. 828Google Scholar
• Rao Ram C. Compensating heterogeneous salesforces: Some explicit solutions. Marketing Sci. (1990) 9(4):319–341Link, Google Scholar
• Sklivas S. D. The strategic choice of managerial incentives. RAND J. Econom. (1987) 10:55–73Google Scholar
• Stephenson P. R., Cron W. L., Frazier G. Delegating pricing authority to the salesforce: The effects on sales and profit performance. J. Marketing (1979) 43(April):21–28Crossref, Google Scholar
• Weinberg Charles B. An optimal commission plan for salesmen's control over price. Management Sci. (1975) 21(8):937–943Link, Google Scholar