Similar Search Results

Optimal sales force compensation in dynamic settings : commissions vs. bonuses

Schöttner, Anja - In: Management science : journal of the Institute for … 63 (2017) 5, pp. 1529-1544

Persistent link: https://www.econbiz.de/10011684783

Delegating pricing authority to sales agents : the impact of kickbacks

Kräkel, Matthias; Schöttner, Anja - In: Management science : journal of the Institute for … 66 (2020) 6, pp. 2686-2705

Persistent link: https://www.econbiz.de/10012254458

Incentives to motivate

Kvaløy, Ola; Schöttner, Anja - In: Journal of economic behavior & organization : JEBO 116 (2015), pp. 26-42

Persistent link: https://www.econbiz.de/10011567812

Optimal sales force compensation

Kräkel, Matthias; Schöttner, Anja - In: Journal of economic behavior & organization : JEBO 126 (2016) 1, pp. 179-195

Persistent link: https://www.econbiz.de/10011701065

Hidden benefits of reward : a field experiment on motivation and monetary incentives

Kvaløy, Ola; Nieken, Petra; Schöttner, Anja - In: European economic review : EER 76 (2015), pp. 188-199

Persistent link: https://www.econbiz.de/10011522853

Antidumping as Strategic Trade Policy under Asymmetric Information

Matschke, Xenia; Schöttner, Anja - In: Southern Economic Journal 80 (2013) 1, pp. 81-105

Trade liberalization under GATT/World Trade Organization (WTO) has been partly offset by an increase in antidumping protection, possibly due to the inclusion of sales below cost in the definition of dumping. This article investigates the domestic government's antidumping duty choice in an...

Persistent link: https://www.econbiz.de/10010857257

Technology adoption under hidden information

Demougin, Dominique; Schöttner, Anja - In: Journal of Economics 100 (2010) 1, pp. 1-18

Persistent link: https://www.econbiz.de/10008596879

The impact of haggling costs on the optimal organizational design for sales forces

Kräkel, Matthias; Schöttner, Anja - In: Management accounting research 54 (2022), pp. 1-14

Persistent link: https://www.econbiz.de/10013448618

Leadership styles and labor market conditions

Dur, Robert A. J.; Kvaløy, Ola; Schöttner, Anja - In: Management science : journal of the Institute for … 68 (2022) 4, pp. 3150-3168

Persistent link: https://www.econbiz.de/10013368391

How (not) to motivate online workers : two controlled field experiments on leadership in the gig economy

Fest, Sebastian; Kvaløy, Ola; Nieken, Petra; … - In: The leadership quarterly : LQ ; an international … 32 (2021) 6, pp. 1-19

Persistent link: https://www.econbiz.de/10013341869