Salesforce Compensation Plans in Environments with Asymmetric Information

Moral Hazard and Observability

1979 • 8,356 citations

Moral Hazard in Teams

1982 • 4,935 citations

A Comparison of Tournaments and Contracts

1983 • 1,000 citations

An Industry Equilibrium Analysis of Downstream Vertical Integration

2008 • 906 citations

The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis

1985 • 733 citations

Market Segmentation, Self-Selection, and Product Line Design

1984 • 700 citations

Salesforce Compensation Plans: An Agency Theoretic Perspective

1985 • 598 citations

Resource Allocation Under Asymmetric Information

1981 • 455 citations

Monopoly, Non-Linear Pricing and Imperfect Information: The Insurance Market

1977 • 399 citations

A theory of salesforce compensation plans

1985 • 22 citations