Do bonuses enhance sales productivity? A dynamic structural analysis of bonus-based compensation plans

Marketing Science

Volumn 33, Issue 2, 2014, Pages 165-187

  Chung, Doug J ^a   Steenburgh, Thomas ^b   Sudhir, K ^c  

^a HARVARD BUSINESS SCHOOL   (United States)

^b UNIVERSITY OF VIRGINIA   (United States)

^c YALE SCHOOL OF MANAGEMENT   (United States)

Author keywords

Bonuses; Discount factors; Dynamic structural models; Quotas; Sales force compensation; Two step estimation

Indexed keywords

EID: 84897828882     PISSN: 07322399     EISSN: 1526548X     Source Type: Journal    
DOI: 10.1287/mksc.2013.0815     Document Type: Article

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