Reference health
Multi-dimensional Salesforce Compensation with Price Delegation
36/36 checkable references clean · checked 2026-08-27
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.
19 without a DOI — not checked. A reference deposited without a DOI is never matched by title or guessed at; it stays outside the checked set, and this line discloses that.
The 36 checked references that resolve
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Conditional Choice Probability Estimation of Dynamic Discrete Choice Models With Unobserved Heterogeneity
resolves10.1017/S0022109019000334
Financial Incentives and Loan Officer Behavior: Multitasking and Allocation of Effort under an Incomplete Contract
resolves10.1509/jm.17.0002
Self-Selected Sales Incentives: Evidence of their Effectiveness, Persistence, Durability, and Underlying Mechanisms
resolves10.1287/mksc.2013.0815
Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans
resolves10.1509/jmr.14.0018
Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensation
resolves10.1007/s11129-011-9112-5
Enriching interactions: Incorporating outcome data into static discrete games
resolves10.1016/j.ijresmar.2009.09.006
Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance
resolves10.1287/mksc.2022.1418
Designing Dealer Compensation in the Auto-Loan Market: Implications from a Policy Change
resolves10.1177/00222437211034443
Perceived Versus Negotiated Discounts: The Role of Advertised Reference Prices in Price Negotiations
resolves10.1177/0022243718818451
To Bargain or Not to Bargain: The Role of Fixed Costs in Price Negotiations
resolves10.1177/0022243719847661
When Salespeople Manage Customer Relationships: Multidimensional Incentives and Private Information
resolves10.1086/673371
The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales
resolves10.1007/s11129-011-9096-1
A structural model of sales-force compensation dynamics: Estimation and field implementation
resolves10.1287/mnsc.42.10.1454
Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces
resolves10.1287/mnsc.2015.2397
Optimal Sales Force Compensation in Dynamic Settings: Commissions vs. Bonuses
resolves10.1287/mnsc.27.7.731
An Investigation of the Equal Commission Rate Policy for a Multi-Product Salesforce
resolves10.1177/002224297904300203
Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance
The 19 references without a DOI — listed, not checked
no DOI — not checkedref5
no DOI — not checkedref9
no DOI — not checkedLearning from Peers: Knowledge Transfer and Sales Force Productivity Growth
no DOI — not checkedref11
no DOI — not checkedref12
no DOI — not checkedref15
no DOI — not checkedref24
no DOI — not checkedref29
no DOI — not checkedOptimal Sales Force Compensation
no DOI — not checkedref34
no DOI — not checkedDelegating Pricing Decisions in Competitive Markets with Symmetric and Asymmetric Information
no DOI — not checkedref38
no DOI — not checkedref40
no DOI — not checkedref41
no DOI — not checkedDo Activity-Based Incentive Plans Work? Evidence from a Large-Scale Field Intervention
no DOI — not checkedref45
no DOI — not checkedOnline Training of Salespeople: Impact, Heterogeneity, and Spillover Effects
no DOI — not checkedEffort or Timing: The Effect of Lump-Sum Bonuses
no DOI — not checkedMeet Me Halfway': The Costs and Benefits of Bargaining
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