Matsuoka, Kohsuke; Ishii, Hiromune; Zhu, Ying; … - In: Cogent Business & Management 11 (2024) 1, pp. 1-17
Salespeople play a critical role in new product selling. Owing to the time lag between sales efforts and accounting outcomes, salespeople under budget pressure created by outcome-based control systems may engage in myopic revenue management by prioritizing the selling of existing products. While...
