메뉴 건너뛰기




Volumn 20, Issue 2, 2001, Pages 143-169

Delegating pricing decisions

Author keywords

Agency theory; Competition; Delegation; Salesforce

Indexed keywords


EID: 0035285306     PISSN: 07322399     EISSN: None     Source Type: Journal    
DOI: 10.1287/mksc.20.2.143.10190     Document Type: Article
Times cited : (100)

References (18)
  • 1
    • 0001469591 scopus 로고
    • Salesforce compensation plans: An agency theoretic perspective
    • Basu, Amiya K., Rajiv Lal, V. Srinivasan, and Richard Staelin. 1985. Salesforce compensation plans: An agency theoretic perspective. Marketing Sci. 4 (Fall) 267-291.
    • (1985) Marketing Sci. , vol.4 , Issue.FALL , pp. 267-291
    • Basu, A.K.1    Rajiv, L.2    Srinivasan, V.3    Staelin, R.4
  • 2
    • 84936526568 scopus 로고
    • Multimarket oligopoly: Strategic substitutes or complements
    • Bulow, Jeremy I., John D. Geanakoplos, Paul D. Klemperer. 1985. Multimarket oligopoly: Strategic substitutes or complements. J. Political Economy 93 488-511.
    • (1985) J. Political Economy , vol.93 , pp. 488-511
    • Bulow, J.I.1    Geanakoplos, J.D.2    Klemperer, P.D.3
  • 3
    • 0000479339 scopus 로고
    • Price competition in a channel structure with a common retailer
    • Choi, S. Chan. 1991. Price competition in a channel structure with a common retailer. Marketing Sci. 10 (Fall) 271-296.
    • (1991) Marketing Sci. , vol.10 , Issue.FALL , pp. 271-296
    • Choi, S.C.1
  • 5
    • 0001434630 scopus 로고
    • Competition and cooperation in marketing channel choice: Theory and application
    • Coughlan, Anne T. 1985. Competition and cooperation in marketing channel choice: Theory and application. Marketing Sci. 4 (Spring) 110-129.
    • (1985) Marketing Sci. , vol.4 , Issue.SPRING , pp. 110-129
    • Coughlan, A.T.1
  • 6
    • 0001589592 scopus 로고
    • Equilibrium incentives in oligopoly
    • Fershtman, Chaim, Kenneth Judd. 1987. Equilibrium incentives in oligopoly. Amer. Economic Rev. 77 927-940.
    • (1987) Amer. Economic Rev. , vol.77 , pp. 927-940
    • Fershtman, C.1    Judd, K.2
  • 7
    • 0002430504 scopus 로고
    • Multitask principal-agent analyses: Incentive contracts, asset ownership, and job design
    • Holmstrom, Bengt, Paul Milgrom. 1991. Multitask principal-agent analyses: Incentive contracts, asset ownership, and job design. J. Law, Econom. Organ. 7 24-52.
    • (1991) J. Law, Econom. Organ. , vol.7 , pp. 24-52
    • Holmstrom, B.1    Milgrom, P.2
  • 8
    • 0001754046 scopus 로고
    • Game-playing agents: Unobservable contracts as precommitments
    • Katz, Michael L. 1991. Game-playing agents: Unobservable contracts as precommitments. RAND J. Econom. 22(3) 307-328.
    • (1991) RAND J. Econom. , vol.22 , Issue.3 , pp. 307-328
    • Katz, M.L.1
  • 9
    • 0007083917 scopus 로고
    • Delegating pricing responsibility to the salesforce
    • Lal, Rajiv. 1986. Delegating pricing responsibility to the salesforce. Marketing Sci. 5(2) 159-168.
    • (1986) Marketing Sci. , vol.5 , Issue.2 , pp. 159-168
    • Lal, R.1
  • 10
    • 0001206343 scopus 로고
    • Salesforce compensation plans in environments with asymmetric information
    • -, Richard Staelin. 1986. Salesforce compensation plans in environments with asymmetric information. Marketing Sci. 5(3) 179-198.
    • (1986) Marketing Sci. , vol.5 , Issue.3 , pp. 179-198
    • Staelin, R.1
  • 11
    • 85005333910 scopus 로고
    • An economic theory of vertical restraints
    • Mathewson, G. F., R. A. Winter. 1984. An economic theory of vertical restraints. RAND J. Econom. 15 27-28.
    • (1984) RAND J. Econom. , vol.15 , pp. 27-28
    • Mathewson, G.F.1    Winter, R.A.2
  • 12
    • 0000626603 scopus 로고
    • An industry equilibrium analysis of downstream vertical integration
    • McGuire, Timothy, Richard Staelin. 1983. An industry equilibrium analysis of downstream vertical integration. Marketing Sci. 2 (Spring) 161-192.
    • (1983) Marketing Sci. , vol.2 , Issue.SPRING , pp. 161-192
    • McGuire, T.1    Staelin, R.2
  • 13
    • 0001604067 scopus 로고
    • Strategic decentralization in channels
    • Moorthy, Sridhar. 1988. Strategic decentralization in channels. Marketing Sci. 7 335-355.
    • (1988) Marketing Sci. , vol.7 , pp. 335-355
    • Moorthy, S.1
  • 15
    • 0001168340 scopus 로고
    • Compensating heterogeneous salesforces: Some explicit solutions
    • Rao, Ram C. 1990. Compensating heterogeneous salesforces: Some explicit solutions. Marketing Sci. 9(4) 319-341.
    • (1990) Marketing Sci. , vol.9 , Issue.4 , pp. 319-341
    • Rao, R.C.1
  • 16
    • 0000277177 scopus 로고
    • The strategic choice of managerial incentives
    • Sklivas, S. D. 1987. The strategic choice of managerial incentives. RAND J. Econom. 10 55-73.
    • (1987) RAND J. Econom. , vol.10 , pp. 55-73
    • Sklivas, S.D.1
  • 17
    • 0001944942 scopus 로고
    • Delegating pricing authority to the salesforce: The effects on sales and profit performance
    • Stephenson, P. R., W. L. Cron, G. Frazier. 1979. Delegating pricing authority to the salesforce: The effects on sales and profit performance. J. Marketing 43 (April) 21-28.
    • (1979) J. Marketing , vol.43 , Issue.APRIL , pp. 21-28
    • Stephenson, P.R.1    Cron, W.L.2    Frazier, G.3
  • 18
    • 0007027559 scopus 로고
    • An optimal commission plan for salesmen's control over price
    • Weinberg, Charles B. 1975. An optimal commission plan for salesmen's control over price. Management Sci. 21(8) 937-943.
    • (1975) Management Sci. , vol.21 , Issue.8 , pp. 937-943
    • Weinberg, C.B.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.