Incentives from Career Concerns in a Contract Package: An Empirical Investigation
Published Online:25 Oct 2023https://doi.org/10.1287/mnsc.2023.4956
References
- (2011) Conditional choice probability estimation of dynamic discrete choice models with unobserved heterogeneity. Econometrica 79(6):1823–1867.Crossref, Google Scholar
- (1994a) The internal economics of the firm: Evidence from personnel data. Quart. J. Econom. 109(4):881–919.Crossref, Google Scholar
- (1994b) The wage policy of a firm. Quart. J. Econom. 109(4):921–955.Crossref, Google Scholar
- (1994) Subjective performance measures in optimal incentive contracts. Quart. J. Econom. 109(4):1125–1156.Crossref, Google Scholar
- (2007) Incentives for managers and inequality among workers: Evidence from a firm-level experiment. Quart. J. Econom. 122(2):729–773.Crossref, Google Scholar
- (1985) Salesforce compensation plans: An agency theoretic perspective. Marketing Sci. 4(4):267–291.Link, Google Scholar
- (1962) Investment in human capital: A theoretical analysis. J. Polit. Econom. 70(5, Part 2):9–49.Crossref, Google Scholar
- (2019) Promotions and the Peter Principle. Quart. J. Econom. 134(4):2085–2134.Crossref, Google Scholar
- (2014) Compensation and peer effects in competing sales teams. Management Sci. 60(8):1965–1984.Link, Google Scholar
- Chiappori PA, Salanie B, Valentin J (1999) Early starters versus late beginners. J. Political Econom. 107(4):731–760.Google Scholar
- (2018) Identification of dynamic models of rewards programme. Japanese Econom. Rev. 69(3):306–323.Crossref, Google Scholar
- (2020) Identification and estimation of forward-looking behavior: The case of consumer stockpiling. Marketing Sci. 39(4):707–726.Link, Google Scholar
- (2014) Do bonuses enhance sales productivity? A dynamic structural analysis of bonus-based compensation plans. Marketing Sci. 33(2):165–187.Link, Google Scholar
- (1989) Salesforce compensation: Theory and managerial implications. Marketing Sci. 8(4):324–342.Link, Google Scholar
- (1980) Agency problems and the theory of the firm. J. Polit. Econom. 88(2):288–307.Crossref, Google Scholar
- (2015) Promotion, turnover, and compensation in the executive labor market. Econometrica 83(6):2293–2369.Crossref, Google Scholar
- (1992) Optimal incentive contracts in the presence of career concerns: Theory and evidence. J. Polit. Econom. 100(3):468–505.Crossref, Google Scholar
- (1981) Firm-specific human capital as a shared investment. Amer. Econom. Rev. 71(3):475–482.Google Scholar
- (1999) Managerial incentive problems: A dynamic perspective. Rev. Econom. Stud. 66(1):169–182.Crossref, Google Scholar
- (1993) Conditional choice probabilities and the estimation of dynamic models. Rev. Econom. Stud. 60(3):497–529.Crossref, Google Scholar
- (1994) A simulation estimator for dynamic models of discrete choice. Rev. Econom. Stud. 61(2):265–289.Crossref, Google Scholar
- (1987) A test of Lazear’s theory of delayed payment contracts. J. Labor Econom. 5(4, Part 2):S153–S170.Crossref, Google Scholar
- (1997) The career decisions of young men. J. Polit. Econom. 105(3):473–522.Crossref, Google Scholar
- (2007) Exploring the usefulness of a nonrandom holdout sample for model validation: Welfare effects on female behavior. Internat. Econom. Rev. 48(4):1351–1378.Crossref, Google Scholar
- (2019) When salespeople manage customer relationships: Multidimensional incentives and private information. J. Marketing Res. 56(5):749–766.Crossref, Google Scholar
- Kim M, Sudhir K, Uetake K (2021) A structural model of a multitasking salesforce: Incentives, private information, and job design. Management Sci. 68(6):4602–4630.Google Scholar
- (1993) Compensation plans for single- and multi-product salesforces: An application of the Holmstrom-Milgrom model. Management Sci. 39(7):777–793.Link, Google Scholar
- Lazear EP (1979) Why is there mandatory retirement? J. Political Econom. 87(6):1261–1284.Google Scholar
- (2000) The power of incentives. Amer. Econom. Rev. 90(2):410–414.Crossref, Google Scholar
- (1981) Rank-order tournaments as optimum labor contracts. J. Polit. Econom. 89(5):841–864.Crossref, Google Scholar
- (1980) Experience, performance, and earnings. Quart. J. Econom. 95(4):703–736.Crossref, Google Scholar
- (1981) Are those paid more really more productive? The case of experience. J. Human Resources 16:186–216.Crossref, Google Scholar
- (1992) Biased contests and moral hazard: Implications for career profiles. Ann. Econom. Statist. (25/26):165–187.Google Scholar
- (2019) Selling and sales management. Preprint, submitted March 17, https://dx.doi.org/10.2139/ssrn.3402594.Google Scholar
- (2011) A structural model of sales-force compensation dynamics: Estimation and field implementation. Quant. Marketing Econom. 9(3):211–257.Crossref, Google Scholar
- (2000) Piece rates, fixed wages, and incentive effects: Statistical evidence from payroll records. Internat. Econom. Rev. 41(1):59–92.Crossref, Google Scholar
- (1999) The response of worker effort to piece rates: Evidence from the British Columbia tree-planting industry. J. Human Resources 34(4):643–667.Crossref, Google Scholar
- Pakes A (1994) Dynamic structural models, problems and prospects: Mixed continuous discrete controls and market interactions. Sims CA, ed. Advances in Econometrics Sixth World Congress (Cambridge University Press, Cambridge, UK).Google Scholar
- (2023) Careers in firms: The role of learning and human capital. J. Polit. Econom. Forthcoming.Google Scholar
- (1998) The interaction of implicit and explicit contracts in repeated agency. Games Econom. Behav. 23(1):75–96.Crossref, Google Scholar
- (1993) The role of promotion in inducing specific human capital acquisition. Quart. J. Econom. 108:523–534.Crossref, Google Scholar
- (1990) Compensating heterogeneous salesforces: Some explicit solutions. Marketing Sci. 9(4):319–341.Link, Google Scholar
- (1987) Optimal replacement of GMC bus engines: An empirical model of Harold Zurcher. Econometrica 55(5):999–1033.Crossref, Google Scholar
- (1996) Numerical dynamic programming in economics. Amman HM, Kendrick DA, Rust J, eds. Handbook of Computational Economics, vol. 1 (Elsevier, Amsterdam), 619–729.Google Scholar
- (2004) Piece rates, fixed wages and incentives: Evidence from a field experiment. Rev. Econom. Stud. 71(2):513–534.Crossref, Google Scholar
- (2010) Japan’s labor market reform after the collapse of the bubble economy: Political determinants of regulatory changes. Asian Survey 50(6):1011–1031.Crossref, Google Scholar
- (2021) Multitasking incentives and the informative value of subjective performance evaluations. ILR Rev. 74(2):511–543.Crossref, Google Scholar
- (2013) Classic promotion tournaments vs. market-based tournaments. Internat. J. Indust. Organ. 31(3):198–210.Crossref, Google Scholar
- (2014) Dynamics of consumer adoption of financial innovation: The case of ATM cards. Management Sci. 60(4):903–922.Link, Google Scholar
- (2001) Corporate tournaments, human capital acquisition, and the firm size–wage relation. Rev. Econom. Stud. 68(3):693–716.Crossref, Google Scholar

