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Allocation of Inventory Risk and Sales Effort in Direct Selling: Theoretical Predictions and Empirical Evidence

https://doi.org/10.2139/ssrn.4184022
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Outgoing claims: the papers this work cites, builds on, or argues with.

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The strategic drivers of drop-shipping and retail store sales for seasonal products
inferredcites →https://doi.org/10.1111/poms.13242openalex-extracted
Drivers and Implications of Direct‐Store‐Delivery in Distribution Channels
inferredcites →https://doi.org/10.1126/science.159.3810.56openalex-extracted
The Matthew Effect in Science
inferredcites →https://doi.org/10.1177/00222437211073818openalex-extracted
Service Provision in Distribution Channels
inferredcites →https://doi.org/10.1177/00222437221112644openalex-extracted
Advance Selling in Marketing Channels
inferredcites →https://doi.org/10.1257/aer.99.1.112openalex-extracted
Peers at Work
inferredcites →https://doi.org/10.1287/mksc.2015.0953openalex-extracted
Dynamic Incentives in Sales Force Compensation
inferredcites →https://doi.org/10.1287/mksc.2019.1175openalex-extracted
A Salesforce-Driven Model of Consumer Choice
inferredcites →https://doi.org/10.1287/mksc.4.4.267openalex-extracted
Salesforce Compensation Plans: An Agency Theoretic Perspective
inferredcites →https://doi.org/10.1287/mksc.5.3.179openalex-extracted
Salesforce Compensation Plans in Environments with Asymmetric Information
inferredcites →https://doi.org/10.1287/mksc.8.4.324openalex-extracted
Salesforce Compensation: Theory and Managerial Implications
inferredcites →https://doi.org/10.1287/mnsc.1030.0190openalex-extracted
The Allocation of Inventory Risk in a Supply Chain: Push, Pull, and Advance-Purchase Discount Contracts
inferredcites →https://doi.org/10.1287/mnsc.1040.0217openalex-extracted
Salesforce Incentives, Market Information, and Production/Inventory Planning
inferredcites →https://doi.org/10.1287/mnsc.1060.0512openalex-extracted
Supply Chain Choice on the Internet
inferredcites →https://doi.org/10.1287/mnsc.1060.0588openalex-extracted
Production and Inventory Control of a Single Product Assemble-to-Order System with Multiple Customer Classes
inferredcites →https://doi.org/10.1287/mnsc.2013.1809openalex-extracted
Salesforce Compensation with Inventory Considerations
inferredcites →https://doi.org/10.1287/mnsc.2013.1840openalex-extracted
Compensation and Peer Effects in Competing Sales Teams
inferredcites →https://doi.org/10.1287/mnsc.2014.1940openalex-extracted
Push, Pull, or Both? A Behavioral Study of How the Allocation of Inventory Risk Affects Channel Efficiency
inferredcites →https://doi.org/10.1287/mnsc.2015.2397openalex-extracted
Optimal Sales Force Compensation in Dynamic Settings: Commissions vs. Bonuses
inferredcites →https://doi.org/10.1287/mnsc.2017.2919openalex-extracted
Multidimensional Decision Making in Operations: An Experimental Investigation of Joint Pricing and Quantity Decisions
inferredcites →https://doi.org/10.1287/mnsc.2018.3117openalex-extracted
How Price Dispersion Changes When Upgrades Are Introduced: Theory and Empirical Evidence from the Airline Industry
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When You Work with a Superman, Will You Also Fly? An Empirical Study of the Impact of Coworkers on Performance
inferredcites →https://doi.org/10.1287/mnsc.2020.3651openalex-extracted
Incentive Design for Operations-Marketing Multitasking
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The Persistence and Transfer of Learning in Industrial Settings
inferredcites →https://doi.org/10.1287/mnsc.46.3.404.12070openalex-extracted
Decision Bias in the Newsvendor Problem with a Known Demand Distribution: Experimental Evidence
inferredcites →https://doi.org/10.1287/mnsc.47.12.1639.10236openalex-extracted
The Effects of Worker Learning, Forgetting, and Heterogeneity on Assembly Line Productivity
inferredcites →https://doi.org/10.1287/mnsc.48.8.992.168openalex-extracted
Supply Chain Coordination Under Channel Rebates with Sales Effort Effects
inferredcites →https://doi.org/10.1287/msom.1070.0151openalex-extracted
Two-Wholesale-Price Contracts: Push, Pull, and Advance-Purchase Discount Contracts
inferredcites →https://doi.org/10.1287/msom.1120.0424openalex-extracted
Salesforce Contracting Under Demand Censorship
inferredcites →https://doi.org/10.1287/msom.2.2.186.12351openalex-extracted
Sales-Force Incentives and Inventory Management
inferredcites →https://doi.org/10.1287/msom.2018.0758openalex-extracted
OM Forum—Challenges and Strategies in Managing Nonprofit Operations: An Operations Management Perspective
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Doing Less to Do More? Optimal Service Portfolio of Non-profits That Serve Distressed Individuals
inferredcites →https://doi.org/10.1287/msom.3.4.293.9971openalex-extracted
Selling to the Newsvendor: An Analysis of Price-Only Contracts
inferredcites →https://doi.org/10.1287/opre.40.3.521openalex-extracted
Push and Pull Production Systems: Issues and Comparisons
inferredcites →https://doi.org/10.1287/opre.40.5.948openalex-extracted
Customer Service in Pull Production Systems
inferredcites →https://doi.org/10.1287/opre.51.3.371.14954openalex-extracted
Incentive Efficient Control of a Make-to-Stock Production System
inferredcites →https://doi.org/10.1509/jmkr.47.5.840openalex-extracted
Personal Selling Elasticities: A Meta-Analysis
inferredcites →https://doi.org/10.1509/jmkr.48.4.781openalex-extracted
The Incentive and Selection Roles of Sales Force Compensation Contracts
inferredcites →https://doi.org/10.1509/jmr.15.0485openalex-extracted
Why Do Salespeople Quit? An Empirical Examination of Own and Peer Effects on Salesperson Turnover Behavior
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