Threshold incentives over multiple periods and the sales hockey stick phenomenon

DOI10.1002/nav.20417zbMath1230.90040OpenAlexW1972606488MaRDI QIDQ3588805

Achal Bassamboo, Sunil Chopra, Milind G. Sohoni, Usha Mohan, Nuri Sendil

Publication date: 10 September 2010

Published in: Naval Research Logistics (NRL) (Search for Journal in Brave)

Full work available at URL: http://eprints.exchange.isb.edu/58/1/HS_Main.pdf

zbMATH Keywords

sales effortsupply chain incentivessales variance

Mathematics Subject Classification ID

Related Items (4)

Monitoring the market or the salesperson? The value of information in a multilayer supply chain ⋮ The resource allocation problem for demand forecasting and performance measurement ⋮ Optimizing channel profits with threshold incentives and alternative pricing schemes ⋮ The effects of customer rebates and retailer incentives on a manufacturer's profits and sales

Cites Work

• Optimal incentive contracts with imperfect information
• Limited liability contracts between principal and agent
• Variability Reduction Through Operations Reversal
• Some inequalities for the expectation of a product of functions of a random variable and for the multivariate distribution function at a random point
• Salesforce Incentives, Market Information, and Production/Inventory Planning
• Quota-Based Compensation Plans for Multiterritory Heterogeneous Salesforces

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