인센티브 계약 설계

• Self-Control and Incentives: An Analysis of Multiperiod Quota Plans
  MKSCI · 2012 · 인용 53 · Sanjay Jain
• Dynamic Incentives in Sales Force Compensation
  MKSCI · 2015 · 인용 39 · Olivier Rubel, Ashutosh Prasad
• When Do Group Incentives for Salespeople Work?
  JMR · 2014 · 인용 37 · Noah Lim, Hua Chen
• The Incentive and Selection Roles of Sales Force Compensation Contracts
  JMR · 2011 · 인용 73 · Desmond Lo, Mrinal Ghosh, Francine Lafontaine
• When Salespeople Manage Customer Relationships: Multidimensional Incentives and Private Information
  JMR · 2019 · 인용 49 · Minkyung Kim, K. Sudhir, Kosuke Uetake 외
• Commentary on “Dynamic Incentives in Sales Force Compensation”
  MKSCI · 2023 · 인용 2 · Xiangyin Kong, Cheng Qi, Yimin Yu
• Homogeneous Contracts for Heterogeneous Agents: Aligning Sales Force Composition and Compensation
  JMR · 2015 · 인용 27 · Øystein Daljord, Sanjog Misra, Harikesh S. Nair
• Cross-Selling Performance in Complex Selling Contexts: An Examination of Supervisory- and Compensation-Based Controls
  JM · 2014 · 인용 132 · Christian Schmitz, You-Cheong Lee, Gary L. Lilien

2024–2026

• Group or Individual Sales Incentives? What Is Best for Brand-Managed Retail Sales Operations?
  JM · 2024 · 인용 6 · Wenshu Zhang, Jia Li, Subramanian Balachander
• Heterogeneous Complementarity and Team Design: The Case of Real Estate Agents
  MKSCI · 2024 · 인용 0 · Yan Xu, Mantian Hu, Junhong Chu 외
• Time Dependence and Time Preference: Implications for Compensation Structure
  MKSCI · 2025 · 인용 0 · Doug J. Chung, Byungyeon Kim, Byoung G. Park

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