Salesforce contracting under model uncertainty

DOI10.1016/J.ORL.2021.05.008OpenAlexW3161283700MaRDI QIDQ2060584

Jianru Zhang, Yi Li, Ju'e Guo, Kin Keung Lai

Publication date: 13 December 2021

Published in: Operations Research Letters (Search for Journal in Brave)

Full work available at URL: https://doi.org/10.1016/j.orl.2021.05.008

zbMATH Keywords

model uncertaintymultiplier preferencessalesforce contracting

Mathematics Subject Classification ID

Operations research, mathematical programming (90-XX) Game theory, economics, finance, and other social and behavioral sciences (91-XX)

Cites Work

• Robust contracting with additive noise
• Robustness of simple menus of contracts in cost-based procurement
• Salesforce contract design and inventory planning with asymmetric risk-averse sales agents
• The first-order approach to the principal-agent problems under inequality aversion
• Technical Note—Impact of Inventory on Quota-Bonus Contracts with Rent Sharing
• Axiomatic Foundations of Multiplier Preferences
• The First-Order Approach to Principal-Agent Problems
• Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces
• Robust Contract Designs: Linear Contracts and Moral Hazard

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