The Cost of High-Powered Incentives: Employee Gaming in Enterprise Software Sales
暂无分享,去创建一个
[1] M. A. Cusomano,et al. Microsoft Secrets-How the World''s Most Powerful Software Company Creates Technology , 1995 .
[2] Glenn Ellison,et al. Risk Taking by Mutual Funds as a Response to Incentives , 1995, Journal of Political Economy.
[3] R. Thaler,et al. Labor Supply of New York City Cabdrivers: One Day at a Time , 1997 .
[4] P. Bhardwaj. Delegating Pricing Decisions , 2001 .
[5] Paul Oyer,et al. A Theory of Sales Quotas with Limited Liability and Rent Sharing , 2000, Journal of Labor Economics.
[6] O. Williamson,et al. Markets and Hierarchies: Analysis and Antitrust Implications. , 1977 .
[7] E. Mansfield. Research and innovation in the modern corporation , 1972 .
[8] A. Roth,et al. The Deadline Effect in Bargaining: Some Experimental Evidence , 1988 .
[9] Eric M. Olson,et al. Strategy type and performance : The influence of sales force management , 2000 .
[10] G. Baker. Incentive Contracts and Performance Measurement , 1992, Journal of Political Economy.
[11] Rajiv Lal,et al. Compensation plans for single- and multi-product salesforces: an application of the Holmstrom-Milgrom model , 1993 .
[12] K. Eisenhardt. Agency- and Institutional-Theory Explanations: The Case of Retail Sales Compensation , 1988 .
[13] Petra E. Todd,et al. Matching As An Econometric Evaluation Estimator , 1998 .
[14] L. Zucker. Institutional Theories of Organization , 1987 .
[15] Bengt Holmstrom,et al. Moral Hazard and Observability , 1979 .
[16] Hal R. Varian,et al. Information rules - a strategic guide to the network economy , 1999 .
[17] John E. Delery,et al. Empirical organizational‐level examinations of agency and collaborative predictions of performance‐contingent compensation , 2000 .
[18] Stephen Leider,et al. Incentive Schemes, Sorting and Behavioral Biases of Employees: Experimental Evidence , 2011 .
[19] Kathleen M. Eisenhardt,et al. Control: Organizational and Economic Approaches , 1985 .
[20] Amiya K. Basu,et al. Salesforce Compensation Plans: An Agency Theoretic Perspective , 1985 .
[21] George P. Baker,et al. The Use of Performance Measures in Incentive Contracting , 2000 .
[22] Edward P. Lazear,et al. The Power of Incentives , 2000 .
[23] Ian Larkin,et al. Paying $30,000 for a Gold Star: An Empirical Investigation into the Value of Peer Recognition to Software Salespeople , 2011 .
[24] LalRajiv,et al. Compensation plans for single- and multi-product salesforces , 1993 .
[25] P. Healy. The effects of bonus schemes on accounting decisions , 2015 .
[26] George P. Baker,et al. Subjective Performance Measures in Optimal Incentive Contracts , 1993 .
[27] Todd R. Zenger,et al. Compensating for Innovation: Do Small Firms Offer High- Powered Incentives That Lure Talent and Motivate Effort? , 2004 .
[28] Paul R. Milgrom,et al. Multitask Principal–Agent Analyses: Incentive Contracts, Asset Ownership, and Job Design , 1991 .
[29] S. Kerr. On the folly of rewarding A, while hoping for B. , 1975, Academy of Management journal. Academy of Management.
[30] E. Lazear,et al. Rank-Order Tournaments as Optimum Labor Contracts , 1979, Journal of Political Economy.
[31] Shane Greenstein,et al. Did Installed Base Given an Incumbent Any (Measurable) Advantages in Federal Computer Procurement , 1993 .
[32] Harry J. Paarsch,et al. The Response of Worker Effort to Piece Rates: Evidence from the British Columbia Tree-Planting Industry , 1999 .
[33] W. Dugger. The Economic Institutions of Capitalism , 1987 .
[34] Beth J. Asch. Do Incentives Matter? The Case of Navy Recruiters , 1990 .
[35] Paolo Leon. The Economic Institutions of Capitalism , 1986, The Antitrust Bulletin.
[36] J. Heckman. Sample selection bias as a specification error , 1979 .
[37] M. Katz. Game-Playing Agents: Unobservable Contracts as Precommitments , 1991 .
[38] R. Banker,et al. Contextual Analysis of Performance Impacts of Outcome-Based Incentive Compensation , 1996 .
[39] David Godes,et al. In the Eye of the Beholder: An Analysis of the Relative Value of a Top Sales Rep Across Firms and Products , 2003 .
[40] Kissan Joseph,et al. Do bonus payments help enhance salesforce retention? , 1992 .
[41] Edward P. Lazear,et al. Salaries and Piece Rates , 1986 .
[42] Subrata K. Sen,et al. Salesforce Compensation: Theory and Managerial Implications , 1989 .
[43] Erik Brynjolfsson,et al. Does Information Technology Lead to Smaller Firms , 2011 .
[44] James B. Edwards. The Use of Performance Measures , 1986 .
[45] D. Rubin,et al. The central role of the propensity score in observational studies for causal effects , 1983 .
[46] Anne T. Coughlan,et al. An Empirical Analysis of Sales-Force Compensation Plans , 1992 .
[47] Joel L. Horowitz,et al. Binary Response Models: Logits, Probits and Semiparametrics , 2001 .
[48] Canice Prendergast. The Provision of Incentives in Firms , 1999 .
[49] Victor Manuel Bennett,et al. Organization and Bargaining: Sales Process Choice at Auto Dealerships , 2012, Manag. Sci..
[50] Paul Oyer,et al. Fiscal Year Ends and Nonlinear Incentive Contracts: The Effect on Business Seasonality , 1998 .
[51] BARGAINS-THEN-RIPOFFS: INNOVATION, PRICING AND LOCK-IN IN ENTERPRISE SOFTWARE. , 2008 .
[52] J. Mcmillan,et al. The Impact of China's Economic Reforms on Agricultural Productivity Growth , 1989, Journal of Political Economy.
[53] Michael W. Toffel,et al. Resolving Information Asymmetries in Markets: The Role of Certified Management Programs , 2005 .
[54] Patrick Kampkötter,et al. Incentive Pay and Bank Risk-Taking:Evidence from Austrian, German, and Swiss Banks , 2014 .
[55] Glenn Ellison,et al. Risk Taking by Mutual Funds as a Response to Incentives , 1997, Journal of Political Economy.
[56] Kissan Joseph,et al. The Role of Bonus Pay in Salesforce Compensation Plans , 1998 .
[57] Ruth Milkman,et al. Microsoft Secrets: How the World's Most Powerful Software Company Creates Technology, Shapes Markets, and Manages People , 1995 .