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Multidimensional Sales Incentives in CRM Settings: Customer Adverse Selection and Moral Hazard

https://doi.org/10.2139/ssrn.2926064
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36/36 checkable references clean · checked 2026-09-13

Every reference with a DOI in the deposited reference list resolved to a known work in Crossref or DataCite at the dated check, and none carried a retraction, withdrawal, or removal notice.

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The 36 checked references that resolve
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Weaving Straw into Gold: Managing Organizational Tensions Between Standardization and Flexibility in Microfinance
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A Matter of (Relational) Style: Loan Officer Consistency and Exchange Continuity in Microfinance
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Risk Taking by Mutual Funds as a Response to Incentives
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Are Durable Goods Consumers Forward-Looking? Evidence from College Textbooks<sup>*</sup>
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Testing for Asymmetric Information in Insurance Markets
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Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
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Incentivizing Calculated Risk‐Taking: Evidence from an Experiment with Commercial Bank Loan Officers
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Information Asymmetries in Consumer Credit Markets: Evidence from Payday Lending
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The impact of credit scoring on consumer lending
resolves10.1257/aer.96.4.938
Multiple Dimensions of Private Information: Evidence from the Long-Term Care Insurance Market
resolves10.1086/379936
Adverse Selection in Insurance Markets: Policyholder Evidence from the U.K. Annuity Market
resolves10.1086/261404
The Costs and Benefits of Ownership: A Theory of Vertical and Lateral Integration
resolves10.1093/rfs/hhs051
Loan Prospecting
resolves10.1111/j.1540-6261.2010.01553.x
Information and Incentives Inside the Firm: Evidence from Loan Officer Rotation
resolves10.1093/jleo/7.special_issue.24
Multitask Principal–Agent Analyses: Incentive Contracts, Asset Ownership, and Job Design
resolves10.1002/dir.10032
Customer lifetime value research in marketing: A review and future directions
resolves10.3982/ecta5781
Observing Unobservables: Identifying Information Asymmetries With a Consumer Credit Field Experiment
resolves10.2139/ssrn.2188693
Signaling in Online Credit Markets
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Measuring and Managing a Salesperson's Future Value to the Firm
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The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales
resolves10.1509/jmkr.48.4.683
Cross-Selling the Right Product to the Right Customer at the Right Time
resolves10.1509/jmkr.48.4.781
The Incentive and Selection Roles of Sales Force Compensation Contracts
resolves10.1007/s11129-011-9096-1
A structural model of sales-force compensation dynamics: Estimation and field implementation
resolves10.1086/209964
A Theory of Sales Quotas with Limited Liability and Rent Sharing
resolves10.1509/jmkr.41.3.293.35991
The Customer Relationship Management Process: Its Measurement and Impact on Performance
resolves10.1016/0022-0531(83)90120-5
Limited liability contracts between principal and agent
resolves10.20955/r.90.9-30
The Microfinance Revolution: An Overview
resolves10.1287/mksc.2014.0856
Why Do Salespeople Spend So Much Time Lobbying for Low Prices?
resolves10.1287/mksc.1090.0547
A Customer Management Dilemma: When Is It Profitable to Reward One's Own Customers?
resolves10.1007/s11129-008-9039-7
Effort or timing: The effect of lump-sum bonuses
resolves10.1080/08853134.2005.10749057
CRM in Sales-Intensive Organizations: A Review and Future Directions
resolves10.1509/jmkg.68.4.106.42728
A Customer Lifetime Value Framework for Customer Selection and Resource Allocation Strategy
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