This paper investigates the effects of certain corporate governance mechanisms on the performance of firms listed on the Nigerian Stock Exchange. Based on a sample of 93 firms for the period 1996 through 1999, our results show an optimal board size of ten, favour concentrated over diffused...

We investigate the interactions between firms’ financial policies and expected business cycles, in listed firms, in Europe, and over 20 years. We show that these interactions are mediated by ownership structures. Firms with strongly concentrated ownership, or under control, lead...

The study of corporate governance requires not only the knowledge of economic, financial, managerial and sociological mechanisms and norms, but it must also incorporate an ethical dimension, while remaining aware of the demands of various stakeholders. The interest towards good governance...

We ask the question, “when should the most highly skilled salespeople sell the best products?” Our main result is that the highly skilled reps should sell better products when the task is very complex and worse products when the task is very simple. This is shown using a general analytical...

We study a channel relationship in which manufacturer(s) use independent sales representatives (rep firms), which employ salespeople to do the actual selling. We show that commission-only payments by manufacturers to rep firms lead to suboptimal outcomes for the manufacturer relative to those...

In this research, we show that the interaction between territory allocation and sales force compensation—two key drivers of sales productivity—strongly affects the firm's profitability. We analyze an agency-theoretic model that jointly considers the degree of negative or positive correlation...

In this paper, we use an agency theory framework to address the issue of delegating pricing responsibility to the salesperson. In this analysis, it is shown that delegating the pricing responsibility to the salesperson is as profitable as centralization when the salesperson and the sales manager...