Delegating Pricing Decisions in Competitive Markets with Symmetric and Asymmetric Information

Birendra K. Mishra
Birendra K. Mishra
[email protected]
Anderson Graduate School of Management, University of California, Riverside, California 92521
Search for more papers by this author
,
Ashutosh Prasad
Ashutosh Prasad
[email protected]
School of Management, University of Texas at Dallas, Richardson, Texas 75083
Search for more papers by this author

Birendra K. Mishra

[email protected]

Anderson Graduate School of Management, University of California, Riverside, California 92521

Search for more papers by this author

Ashutosh Prasad

[email protected]

School of Management, University of Texas at Dallas, Richardson, Texas 75083

Search for more papers by this author

Published Online:1 Aug 2005https://doi.org/10.1287/mksc.1040.0102

Supplemental Material

mksc.1040.0102-sm-technical-appendix.pdf (32 KB)

Cited by
- Pricing Control and Regulation on Online Service Platforms
  Gérard P. Cachon,
  Tolga Dizdarer,
  Gerry Tsoukalas
  18 August 2025 | Management Science, Vol. 72, No. 4
- Managing Channel Profits with Positive Demand Externalities
  Long Gao,
  Dawei Jian,
  Mehmet Gumus,
  Birendra K. Mishra
  31 January 2025 | Management Science, Vol. 71, No. 10
- Evaluating the Effectiveness of Standardized Sales Incentive Contracts Under Agent Heterogeneity
  13 September 2025 | Mathematics, Vol. 13, No. 18
- Extending agency theory in sales management: A systematic literature review and future research agenda
  Industrial Marketing Management, Vol. 125
- Strategic automation and decision‐making authority
  18 September 2023 | Journal of Economics & Management Strategy, Vol. 33, No. 1
- Upstream conduct and price authority with competing organizations
  26 May 2023 | Journal of Economics & Management Strategy, Vol. 32, No. 4
- Optimal Incentives for Salespeople with Learning Potential
  Long Gao
  23 August 2022 | Management Science, Vol. 69, No. 6
- Predicting transaction outcomes under customized pricing with discretion: A structural estimation approach
  1 June 2023 | Production and Operations Management, Vol. 32, No. 6
- Contracting and diagnostic test for new product development under uncertain production reliability
  Computers & Industrial Engineering, Vol. 173
- The impact of haggling costs on the optimal organizational design for sales forces
  Management Accounting Research, Vol. 54
- The Profitability of Revenue-Based Quotas Under Price Negotiation
  Pranav Jindal,
  Peter Newberry
  21 April 2021 | Management Science, Vol. 68, No. 2
- Bargaining at Retail Stores: Evidence from Vienna
  Sandro Shelegia,
  Joshua Sherman
  17 November 2021 | Management Science, Vol. 68, No. 1
- Price Delegation or Not? The Effect of Heterogeneous Sales Agents
  1 May 2021 | Production and Operations Management, Vol. 30, No. 5
- Involving Sales Managers in Sales Force Compensation Design
  14 December 2020 | Journal of Marketing Research, Vol. 58, No. 1
- Predicting Transaction Outcomes Under Customized Pricing with Discretion: A Structural Estimation Approach
  SSRN Electronic Journal, Vol. 59
- Price Authority under Competing Organizations
  SSRN Electronic Journal, Vol. 105
- Decentralized or Centralized Control of Online Service Platforms: Who Should Set Prices?
  SSRN Electronic Journal, Vol. 25
- Contract design when quality is co-created in a supply chain
  European Journal of Operational Research, Vol. 286, No. 3
- Price strategies and salesforce compensation design with overconfident sales agent
  26 June 2020 | RAIRO - Operations Research, Vol. 54, No. 5
- Delegating Pricing Authority to Sales Agents: The Impact of Kickbacks
  Matthias Kräkel,
  Anja Schöttner
  16 August 2019 | Management Science, Vol. 66, No. 6
- Preissetzungskompetenz im Verkaufsaußendienst – Delegation um jeden Preis?
  10 December 2019
- To share or withhold? Contract negotiation in buyer–supplier–supplier triads
  Industrial Management & Data Systems, Vol. 120, No. 1
- Sales Force Compensation Design for Two-Sided Market Platforms
  3 June 2019 | Journal of Marketing Research, Vol. 56, No. 4
- The Role of Market Evolution in Channel Contracting
  Long Gao,
  Birendra K. Mishra
  4 February 2019 | Management Science, Vol. 65, No. 5
- Who Wants Consumers to Be Informed? Facilitating Information Disclosure in a Distribution Channel
  Lin Hao,
  Yong Tan
  19 December 2018 | Information Systems Research, Vol. 30, No. 1
- Targeting and salesforce compensation: When sales spill over to unprofitable customers
  27 November 2018 | Quantitative Marketing and Economics, Vol. 17, No. 1
- Selling and sales management
- Information Sharing, Advice Provision, or Delegation: What Leads to Higher Trust and Trustworthiness?
  Özalp Özer,
  Upender Subramanian,
  Yu Wang
  23 January 2017 | Management Science, Vol. 64, No. 1
- The Role of Market Evolution in Channel Contracting
  SSRN Electronic Journal, Vol. 14
- Strategic Automation and Decision-Making Authority
  SSRN Electronic Journal, Vol. 122
- Centralized versus Decentralized Competition for Price and Lead‐Time Sensitive Demand
  12 November 2016 | Decision Sciences, Vol. 48, No. 6
- Organizing for value appropriation: Configurations and performance outcomes of price management
  Industrial Marketing Management, Vol. 61
- The Role of Reseller’s Salespeople in Price Setting Within Firms
  30 April 2017
- Group-buying and channel coordination under asymmetric information
  European Journal of Operational Research, Vol. 256, No. 1
- The insurance agents’ intention to make inappropriate product recommendations
  Journal of Financial Regulation and Compliance, Vol. 24, No. 3
- Price delegation and salesforce contract design with asymmetric risk aversion coefficient of sales agents
  International Journal of Production Economics, Vol. 172
- Limited Price Delegation: The Most Profitable Strategy under Competition
  SSRN Electronic Journal, Vol. 20
- Salespeople Heterogeneity in Bargaining Outcomes
  SSRN Electronic Journal, Vol. 92
- The Effectiveness of Field Price Discretion: Empirical Evidence from Auto Lending
  Robert Phillips,
  A. Serdar Şimşek,
  Garrett van Ryzin
  20 March 2015 | Management Science, Vol. 61, No. 8
- Value assessment and pricing capabilities—how to profit from value
  10 April 2015 | Journal of Revenue and Pricing Management, Vol. 14, No. 3
- Pricing to manage export channel relationships
  International Business Review, Vol. 24, No. 2
- Information Sharing, Advice Provision or Delegation: What Leads to Higher Trust in a Distribution Channel?
  SSRN Electronic Journal, Vol. 105
- Why Do Salespeople Spend So Much Time Lobbying for Low Prices?
  Duncan Simester,
  Juanjuan Zhang
  8 May 2014 | Marketing Science, Vol. 33, No. 6
- The impact of operational decisions on the design of salesforce incentives
  8 May 2014 | Naval Research Logistics (NRL), Vol. 61, No. 4
- Relationship Organization and Price Delegation: An Experimental Study
  Noah Lim,
  Sung H. Ham
  28 October 2013 | Management Science, Vol. 60, No. 3
- Preissetzungskompetenz im Verkaufsaußendienst – Delegation um jeden Preis?
  8 October 2013
- How to Deal with Unprofitable Customers? A Salesforce Compensation Perspective
  SSRN Electronic Journal, Vol. 54
- The Role of Revenue‐Focused Managerial Performance Measures in Supply Chain Coordination
  1 September 2012 | Production and Operations Management, Vol. 21, No. 5
- How to Organize Pricing? Vertical Delegation and Horizontal Dispersion of Pricing Authority
  1 September 2012 | Journal of Marketing, Vol. 76, No. 5
- The Impact of Operational Decisions on the Design of Salesforce Incentives
  SSRN Electronic Journal, Vol. 10
- When Acquisition Spoils Retention: Direct Selling vs. Delegation Under CRM
  Yan Dong,
  Yuliang Yao,
  Tony Haitao Cui,
  3 June 2011 | Management Science, Vol. 57, No. 7
- Delegation of pricing authority to salespeople
- Moral Hazard, Optimal Contracting and Strategic Competition
  SSRN Electronic Journal, Vol. 4
- Price and advertising based information forecast in direct market
- Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance
  International Journal of Research in Marketing, Vol. 27, No. 1
- Gender differences in the pricing of professional services: Implications for income and customer relationships
  Organizational Behavior and Human Decision Processes, Vol. 109, No. 1
- Price Delegation in Sales Organizations: An Empirical Investigation
  28 February 2014 | Business Research, Vol. 1, No. 1
- Models for Sales Management Decisions
- Costly Collusion in Differentiated Industries
  Raphael Thomadsen,
  Ki-Eun Rhee,
  1 September 2007 | Marketing Science, Vol. 26, No. 5
- A Behavioral Study of Pricing Decisions for Professional Services: A Focus on Gender
  SSRN Electronic Journal, Vol. 19

Volume 24, Issue 3

August 2005

Pages 305-523

Article Information

Supplemental Material

Metrics

Information

Received:March 11, 2004
Published Online:August 01, 2005

Cite as

Birendra K. Mishra, Ashutosh Prasad, (2005) Delegating Pricing Decisions in Competitive Markets with Symmetric and Asymmetric Information. Marketing Science 24(3):490-497.

https://doi.org/10.1287/mksc.1040.0102

Keywords

PDF download

Available Issues

Available Issues

Available Issues

Available Issues

Available Issues

Available Issues

Delegating Pricing Decisions in Competitive Markets with Symmetric and Asymmetric Information

Supplemental Material

Volume 24, Issue 3

Article Information

Supplemental Material

Metrics

Information

Cite as

Keywords

Sign Up for INFORMS Publications Updates and News