Kinks as Goals: Accelerating Commissions and the Performance of Sales Teams

Peter Kuhn
Corresponding Author
Peter Kuhn
[email protected]
https://orcid.org/0000-0003-2003-5908
Department of Economics, University of California - Santa Barbara, Santa Barbara, California 93106
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,
Lizi Yu
Lizi Yu
[email protected]
https://orcid.org/0000-0002-4060-6942
School of Economics, University of Queensland, Brisbane, Queensland 4067, Australia
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Corresponding Author

Peter Kuhn

[email protected]

https://orcid.org/0000-0003-2003-5908

Department of Economics, University of California - Santa Barbara, Santa Barbara, California 93106

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,

Lizi Yu

[email protected]

https://orcid.org/0000-0002-4060-6942

School of Economics, University of Queensland, Brisbane, Queensland 4067, Australia

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Published Online:17 Sep 2024https://doi.org/10.1287/mnsc.2023.01661

Supplemental Material

mnsc.2023.01661.sm1.pdf

The replication files for this article are available HERE.

cover image Management Science

Volume 71, Issue 6

June 2025

Pages iv-vi, 4533-5418

Article Information

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Received:May 31, 2023
Accepted:May 15, 2024
Published Online:September 17, 2024

Copyright © 2024, INFORMS

Cite as

Peter Kuhn; , Lizi Yu (2024) Kinks as Goals: Accelerating Commissions and the Performance of Sales Teams. Management Science 71(6):4622-4642.

https://doi.org/10.1287/mnsc.2023.01661

Keywords

Acknowledgments

The authors thank Youssef Benzarti, Clement de Chaisemartin, Takao Kato, Alex Rees-Jones, Kathryn Shaw, Alisa Tazhitdinova, Gonzalo Vasquez, Guangli Zhang, and participants at the 2019 Trans-Pacific Labor Seminar (Tokyo) for helpful comments.