Kräkel, Matthias; Schöttner, Anja - Fachbereich Wirtschaftswissenschaften, Universität Konstanz - 2014
We analyze a dynamic moral-hazard model to derive optimal sales force compensation plans without imposing any ad hoc restrictions on the class of feasible incentive contracts. We explain when the compensation plans that are most common in practice - fixed salaries, quota-based bonuses,...