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Contracting to (dis)incentivize? : an integrative transaction-cost approach on how contracts govern specific investments
Lo, Desmond
;
Zanarone, Giorgio
;
Ghosh, Mrinal K.
- In:
Strategic management journal
43
(
2022
)
8
,
pp. 1528-1555
Persistent link: https://www.econbiz.de/10013288222
Saved in:
2
Delegation and performance pay : evidence from industrial sales forces
Ghosh, Mrinal K.
;
Lafontaine, Francine
;
Lo, Desmond
-
2013
Persistent link: https://www.econbiz.de/10010212578
Saved in:
3
Price formats for branded components in industrial markets : an integration of transaction cost economics and the resource-based view
Lo, Desmond
;
Frias, Kellilynn M.
;
Ghosh, Mrinal K.
- In:
Organization science : a journal of the Institute for …
23
(
2012
)
5
,
pp. 1282-1297
Persistent link: https://www.econbiz.de/10009657457
Saved in:
4
The incentive and selection roles of sales force compensation contracts
Lo, Desmond
;
Ghosh, Mrinal K.
;
Lafontaine, Francine
- In:
Journal of marketing research : JMR
48
(
2011
)
4
,
pp. 781-798
Persistent link: https://www.econbiz.de/10009272366
Saved in:
5
The strategic use of early bird discounts for dealers
Lo, Desmond
;
Salant, Stephen W.
- In:
Quantitative marketing and economics : QME
14
(
2016
)
2
,
pp. 97-127
Persistent link: https://www.econbiz.de/10011531544
Saved in:
6
Price delegation and performance pay : evidence from industrial sales forces
Lo, Desmond
;
Dessein, Wouter
;
Ghosh, Mrinal K.
; …
- In:
The journal of law, economics, & organization
32
(
2016
)
3
,
pp. 508-544
Persistent link: https://www.econbiz.de/10011711226
Saved in:
7
Coordination and organization design : theory and micro-evidence
Dessein, Wouter
;
Lo, Desmond
;
Minami, Chieko
-
2019
Persistent link: https://www.econbiz.de/10012182965
Saved in:
8
The management of knowledge work
Dessein, Wouter
;
Lo, Desmond
;
Shangguan, Ruo
;
Ōwan, Hideo
-
2024
Persistent link: https://www.econbiz.de/10014515980
Saved in:
9
Managing with style? : microevidence on the allocation of managerial attention
Lo, Desmond
;
Brahm, Francisco
;
Dessein, Wouter
;
Minami, …
- In:
Management science : journal of the Institute for …
68
(
2022
)
11
,
pp. 8261-8285
Persistent link: https://www.econbiz.de/10014280141
Saved in:
10
Coordination and organization design : theory and micro-evidence
Dessein, Wouter
;
Lo, Desmond
;
Minami, Chieko
- In:
American economic journal
14
(
2022
)
4
,
pp. 804-843
Persistent link: https://www.econbiz.de/10014228857
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