Salesforce Contracting Under Demand Censorship
Published Online:28 Jan 2013https://doi.org/10.1287/msom.1120.0424
References
- . Impact of uncertainty and risk aversion on price and order quantity in the newsvendor problem. Manufacturing Service Oper. Management (2000) 2(4):410–423Link, Google Scholar
- , Wierenga B. Models for sales management decisions. Handbook of Marketing Decision Models (2008) (Springer, Berlin) 163–210Crossref, Google Scholar
- . Measuring and mitigating the costs of stockouts. Management Sci. (2006) 52(11):1751–1763Link, Google Scholar
- . Salesforce compensation plans: An agency theoretic perspective. Marketing Sci. (1985) 4(4):267–291Link, Google Scholar
- . A multiperiod newsvendor problem with partially observed demand. Math. Oper. Res. (2007) 32(2):322–344Link, Google Scholar
- . Sales-force incentives and inventory management. Manufacturing Service Oper. Management (2000) 2(2):186–202Link, Google Scholar
- . Salesforce incentives, market information, and production/inventory planning. Management Sci. (2005) 51(1):60–75Link, Google Scholar
- . On compensation schemes for sales agents with superior market information. (2009) . Working paper, New York University, New YorkGoogle Scholar
- . Dynamic inventory management with learning about the demand distribution and substitution probability. Manufacturing Service Oper. Management. (2008) 10(2):236–256Link, Google Scholar
- . Impact of reseller's forecasting accuracy on channel member performance. Production Oper. Management (2012) 21(6):1075–1089Crossref, Google Scholar
- . Implementing high-powered contracts to motivate intertemporal effort supply. RAND J. Econom. (2009) 40(2):296–316Crossref, Google Scholar
- . The censored newsvendor and the optimal acquisition of information. Oper. Res. (2002) 50(3):517–527Link, Google Scholar
- . Consumer responses to retail stock-outs. J. Retailing (1991) 67(2):138–147Google Scholar
- . An analysis of the principal-agent problem. Econometrica (1983) 51(1):7–45Crossref, Google Scholar
- . Retail out-of-stocks: A worldwide examination of extent, causes and consumer responses. The Food Institute Forum (2002) Google Scholar
- . Inventory and sales effort management under unobservable lost sales. Eur. J. Oper. Res. (2010) 207(3):1263–1268Crossref, Google Scholar
- . Moral hazard and observability. Bell J. Econom. (1979) 10(1):74–91Crossref, Google Scholar
- . The role of wholesale-salespersons and incentive plans in promoting supply chain performance. (2010) . Working paper, Northwestern University, Evanston, ILGoogle Scholar
- . Limited liability and incentives contracting with ex-ante action choices. J. Econom. Theory (1990) 52(1):45–67Crossref, Google Scholar
- . Can we all get along? Incentive contracts to bridge the marketing and operations divide. (2010) . Working paper, Carnegie Mellon University, PittsburghGoogle Scholar
- . Moral hazard with bounded payments. J. Econom. Theory (2008) 143(1):59–82Crossref, Google Scholar
- . Product management and marketing survey. The Pragmatic Marketer (2010) 8(1):7–14Google Scholar
- . The role of bonus pay in salesforce compensation plans. Indust. Marketing Management (1998) 27(2):147–159Crossref, Google Scholar
- . The impact of the manufacturer-hired sales agent on a supply chain with information asymmetry. (2012) . Working paper, Northwestern University, Evanston, ILGoogle Scholar
- . Limited liability and bonus contracts. J. Econom. Management Strategy (1997) 6(4):899–913Crossref, Google Scholar
- . Compensation plans for single- and multi-product salesforces: An application of the Holmström-Milgrom model. Management Sci. (1993) 39(7):777–793Link, Google Scholar
- . Salesforce compensation plans in environments with asymmetric information. Marketing Sci. (1986) 5(3):179–198Link, Google Scholar
- . Stalking information: Bayesian inventory management with unobserved lost sales. Management Sci. (1999) 45(3):346–363Link, Google Scholar
- . Analysis of perishable inventory systems with censored data. Oper. Res. (2006) 56(4):1034–1038Link, Google Scholar
- . A theory of sales quotas with limited liability and rent sharing. J. Labor Econom. (2000) 18(3):405–426Crossref, Google Scholar
- . Incentive contracting under limited liability. J. Econom. Management Strategy (1995) 4(3):477–490Crossref, Google Scholar
- . Pricing and the newsvendor problem: A review with extensions. Oper. Res. (1999) 47(2):183–194Link, Google Scholar
- . The form of incentive contracts: Agency with moral hazard, risk neutrality and limited liability. RAND J. Econom. (2012) 43(2):215–234Crossref, Google Scholar
- . Quota-based compensation plans for multiterritory heterogeneous salesforces. Management Sci. (1996) 42(10):1454–1462Link, Google Scholar
- . Compensating heterogeneous salesforces: Some explicit solutions. Marketing Sci. (1990) 9(4):319–341Link, Google Scholar
- . Limited liability contracts between principal and agent. J. Econom. Theory (1983) 29(1):1–21Crossref, Google Scholar
- . The anatomy of a stock-out. J. Retailing (1979) 55(2):59–70Google Scholar
- . Sales force effectiveness: A framework for researchers and practitioners. J. Personal Selling Sales Management (2008) 28(2):115–131Crossref, Google Scholar

