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This paper investigates the pricing distortions that arise from the use of a common non-linear incentive scheme at a leading enterprise software vendor. The empirical results demonstrate that salespeople are adept at gaming the timing of deal closure to take advantage of the vendor's...
Persistent link: https://www.econbiz.de/10009712387
This paper studies how altruism between managers and employees affects relational incentive contracts. To this end we …
Persistent link: https://www.econbiz.de/10009739554
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We analyze whether incentives from relative performance pay are reduced or enhanced if a department is possibly terminated due to a crisis. Our benchmark model shows that incentives decrease in a severe crisis, but are boosted given a minor crisis since efforts are strategic complements in the...
Persistent link: https://www.econbiz.de/10010198988
abilities. This, in turn, has adverse consequences for who might want to participate in a tournament. Since better contestants … anticipate that they will be sabotaged more strongly, it may happen that the most able stay out and the tournament selects one of …
Persistent link: https://www.econbiz.de/10010366526
We propose a novel tournament design that incorporates the main properties of a round-robin tournament, a Swiss … tournament, and a race. Following an equilibrium analysis, we compare 36 tournament structures inherent in our model and several … well-known tournament models from the literature, on the basis of expected total equilibrium effort. We show that two of …
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The paper presents the concept of an imitation equilibrium and explores it in the context of some simple oligopoly …
Persistent link: https://www.econbiz.de/10011538885