Salesforce Contracting Under Uncertain Demand and Supply: Double Moral Hazard and Optimality of Smooth Contracts

Uncertainty in both demand and supply as well as unobservable firm actions related to supply are important for determining the right sales force compensation contract.

• 저널Marketing Science · 38(5) · 852–870
• 토픽Supply Chain and Inventory Management · Management Information Systems
• DOI10.1287/mksc.2019.1171
• 저자Tinglong Dai, Kinshuk Jerath