Risk behavior in response to quotas and contests

Marketing Science

Volumn 18, Issue 3, 1999, Pages 417-434

  Gaba, Anil ^a   Kalra, Ajay ^b  

^a INSEAD   (France)

^b CARNEGIE MELLON UNIVERSITY   (United States)

Author keywords

Quotas; Risk taking; Sales contests; Salesforce compensation

Indexed keywords

EID: 0033235398     PISSN: 07322399     EISSN: None     Source Type: Journal    
DOI: 10.1287/mksc.18.3.417     Document Type: Article

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