Allocating Sales Force Effort with Commissions and Quotas

Externalities, Welfare, and the Theory of Games

1962 • 203 citations

Performance as a function of motive strength and expectancy of goal-attainment.

1956 • 154 citations

Motivation and Morale in Industry

1954 • 138 citations

An Optimal Plan for Salesmen’s Compensation

1976 • 124 citations

The effects of goal difficulty on performance: A field experiment

1966 • 115 citations

Economics of the Divisionalized Firm

1957 • 111 citations

On External Diseconomies and the Government-Assisted Invisible Hand

1964 • 99 citations

Transfer Pricing in a Decentralized Firm

1968 • 47 citations

On Externalities, Information and the Government-Assisted Invisible Hand

1966 • 32 citations

Should Salesmen's Compensation be Geared to Profits?

1962 • 14 citations

Sales Planning and Control

2014 • 7 citations