1. Strategic incentives in intermediary markets: Field-experimental evidence. (2024). Gürtler, Oliver ; Sliwka, Dirk ; Schafer, Kai ; Heinz, Matthias ; Gurtler, Oliver ; Thon, Max.
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2. Bad bets: Nonlinear incentives, risk, and performance. (2023). Shelef, Orie ; Rawley, Evan.
   In: Strategic Management Journal.
   RePEc:bla:stratm:v:44:y:2023:i:1:p:288-310.

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3. .

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4. When Liability is Not Enough: Regulating Bonus Payments in Markets With Advice. (2022). Ottaviani, Marco ; Inderst, Roman ; Honda, Jun.
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5. The Profitability of Revenue-Based Quotas Under Price Negotiation. (2022). Newberry, Peter ; Jindal, Pranav.
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6. Storming in agent recruitment: Evidence from declassified Soviet secret service files. (2022). Lskavyan, Vahe.
   In: Journal of Economic Behavior & Organization.
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7. Pay for performance schemes and manufacturing worker productivity: Evidence from a kinked design in China. (2022). Xie, Huihua ; Song, Hong ; Jiang, Wei ; Cai, Xiqian.
   In: Journal of Development Economics.
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8. Do managers capture the value they create? Drivers of managers value capture in a large retail chain. (2022). Camuffo, Arnaldo ; Bidwell, Matthew ; de Stefano, Federica.
   In: Strategic Management Journal.
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9. Why Local Adaptation Sometimes Fails to be Effective for MNEs: Exploring the Dynamics of Collective Bonuses, Egalitarianism, and Informal Norms. (2022). Siegel, Jordan ; Bourmault, Nishani.
   In: Journal of Management Studies.
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10. Engaging Employees for the Long Run: Long-Term Investors and Employee-Related CSR. (2021). Petit-Romec, Arthur ; Garel, Alexandre.
    In: Journal of Business Ethics.
    RePEc:kap:jbuset:v:174:y:2021:i:1:d:10.1007_s10551-020-04572-8.

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11. Non-linear Incentives, Worker Productivity, and Firm Profits: Evidence from a Quasi-Experiment. (2021). Li, Teng ; Huang, Wei ; Freeman, Richard B.
    In: IZA Discussion Papers.
    RePEc:iza:izadps:dp14125.

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12. Kinks as Goals: Accelerating Commissions and the Performance of Sales Teams. (2021). Yu, Lizi ; Kuhn, Peter J.
    In: IZA Discussion Papers.
    RePEc:iza:izadps:dp14115.

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13. The Robot Revolution: Managerial and Employment Consequences for Firms. (2021). Wu, Lynn ; Hong, Bryan ; Dixon, Jay.
    In: Management Science.
    RePEc:inm:ormnsc:v:67:y:2021:i:9:p:5586-5605.

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14. Differences in consumer-benefiting misconduct by nonprofit, for-profit, and public organizations. (2021). Ostler, James ; Burbano, Vanessa C.
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:166:y:2021:i:c:p:117-136.

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15. Reprint of “Predicting employee wrongdoing: The complementary effect of CEO option pay and the pay gap”. (2021). Almandoz, Juan ; Smulowitz, Stephen J.
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:166:y:2021:i:c:p:104-116.

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16. Predicting employee wrongdoing: The complementary effect of CEO option pay and the pay gap. (2021). Almandoz, Juan ; Smulowitz, Stephen J.
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:162:y:2021:i:c:p:123-135.

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17. On the delegation of authority. (2021). Kräkel, Matthias ; Krakel, Matthias.
    In: Journal of Economic Behavior & Organization.
    RePEc:eee:jeborg:v:191:y:2021:i:c:p:965-981.

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18. The Dark Side of Monetary Bonuses : Theory and Experimental Evidence. (2020). Noussair, Charles ; Dalton, Patricio ; Gonzalez-Jimenez, Victor.
    In: Other publications TiSEM.
    RePEc:tiu:tiutis:6fd45043-6d88-4b77-807f-5871e26fbc2b.

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19. The Dark Side of Monetary Bonuses : Theory and Experimental Evidence. (2020). Noussair, Charles ; Dalton, Patricio ; Gonzalez-Jimenez, Victor.
    In: Discussion Paper.
    RePEc:tiu:tiucen:6fd45043-6d88-4b77-807f-5871e26fbc2b.

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20. The Negative Consequences of Loss-Framed Performance Incentives. (2020). Rees-Jones, Alex ; Blank, Charlotte ; Pierce, Lamar.
    In: NBER Working Papers.
    RePEc:nbr:nberwo:26619.

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21. Delegating Pricing Authority to Sales Agents: The Impact of Kickbacks. (2020). Schöttner, Anja ; Kräkel, Matthias ; Schottner, Anja ; Krakel, Matthias.
    In: Management Science.
    RePEc:inm:ormnsc:v:66:y:2020:i:6:p:2686-2705.

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22. Procrastination at the Patent Office?. (2020). Wasserman, Melissa F ; Frakes, Michael D.
    In: Journal of Public Economics.
    RePEc:eee:pubeco:v:183:y:2020:i:c:s0047272720300049.

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23. Prudential policies and their impact on credit in the United States. (2020). Lee, Seung Jung ; Correa, Ricardo ; Calem, Paul.
    In: Journal of Financial Intermediation.
    RePEc:eee:jfinin:v:42:y:2020:i:c:s1042957319300348.

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24. Bait and ditch: Consumer naïveté and salesforce incentives. (2020). Rosato, Antonio ; Herweg, Fabian.
    In: Journal of Economics & Management Strategy.
    RePEc:bla:jemstr:v:29:y:2020:i:1:p:97-121.

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25. The Dark Side of Monetary Bonuses: Theory and Experimental Evidence. (2019). Noussair, Charles ; Dalton, Patricio S ; Gonzalez-Jimenez, Victor.
    In: Vienna Economics Papers.
    RePEc:vie:viennp:vie1909.

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26. The Dark Side of Monetary Bonuses: Theory and Experimental Evidence. (2019). Noussair, Charles ; Gonzalez-Jimenez, Victor ; Dalton, Patricio S.
    In: Vienna Economics Papers.
    RePEc:vie:viennp:1909.

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27. Optimal contracts with a risk-taking agent. (2019). Swinkels, Jeroen M ; Georgiadis, George ; Barron, Daniel.
    In: Theoretical Economics.
    RePEc:the:publsh:3660.

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28. Promotions and the Peter Principle. (2019). Shue, Kelly ; Li, Danielle ; Benson, Alan.
    In: The Quarterly Journal of Economics.
    RePEc:oup:qjecon:v:134:y:2019:i:4:p:2085-2134..

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29. Incentivizing Learning-By-Doing: The Role of Compensation Schemes. (2019). Neidell, Matthew ; Graff Zivin, Joshua ; Kahn, Lisa B.
    In: NBER Working Papers.
    RePEc:nbr:nberwo:25799.

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30. Non-linear Incentives and Worker Productivity and Earnings: Evidence from a Quasi-experiment. (2019). Li, Teng ; Huang, Wei ; Freeman, Richard.
    In: NBER Working Papers.
    RePEc:nbr:nberwo:25507.

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31. Incentivizing Learning-By-Doing: The Role of Compensation Schemes. (2019). Neidell, Matthew ; Graff Zivin, Joshua ; Kahn, Lisa B.
    In: IZA Discussion Papers.
    RePEc:iza:izadps:dp12320.

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32. The Effectiveness of Incentive Schemes in the Presence of Implicit Effort Costs. (2019). Radbruch, Jonas ; Kube, Sebastian ; Goerg, Sebastian.
    In: Management Science.
    RePEc:inm:ormnsc:v:65:y:2019:i:9:p:4063-4078.

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33. Wage Elasticities in Working and Volunteering: The Role of Reference Points in a Laboratory Study. (2019). Terry, Stephen J ; Exley, Christine L.
    In: Management Science.
    RePEc:inm:ormnsc:v:65:y:2019:i:1:p:413-425.

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34. Multitasking and Subjective Performance Evaluations: Theory and Evidence from a Field Experiment in a Bank. (2019). Sliwka, Dirk ; Manthei, Kathrin.
    In: Management Science.
    RePEc:inm:ormnsc:v:65:y:2019:i:12:p:5861-5883.

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35. Complementarity of Performance Pay and Task Allocation. (2019). Yang, Mu-Jeung ; Kueng, Lorenz ; Hong, Bryan.
    In: Management Science.
    RePEc:inm:ormnsc:v:65:y:2019:i:11:p:5152-5170.

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36. Coordination and Organization Design: Theory and Micro-evidence.. (2019). Minami, Chieko ; Lo, Desmond ; Dessein, Wouter.
    In: CEPR Discussion Papers.
    RePEc:cpr:ceprdp:13938.

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37. Promotions and the Peter Principle. (2018). Benson, Alan ; Li, Danielle ; Shue, Kelly.
    In: NBER Working Papers.
    RePEc:nbr:nberwo:24343.

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38. Multitasking and Subjective Performance Evaluations: Theory and Evidence from a Field Experiment in a Bank. (2018). Sliwka, Dirk ; Manthei, Kathrin.
    In: IZA Discussion Papers.
    RePEc:iza:izadps:dp11581.

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39. Empowerment and the Dark Side of Delegation. (2018). Kräkel, Matthias ; Krakel, Matthias.
    In: IZA Discussion Papers.
    RePEc:iza:izadps:dp11289.

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40. Bait and Ditch: Consumer Naiveté and Salesforce Incentives. (2018). Rosato, Antonio ; Herweg, Fabian.
    In: CEPR Discussion Papers.
    RePEc:cpr:ceprdp:12612.

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41. .

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42. Nonlinear Incentives and Advisor Bias. (2017). Inderst, Roman ; Honda, Jun.
    In: EconStor Preprints.
    RePEc:zbw:esprep:253657.

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43. Multitasking at work: Do firms get what they pay for?. (2017). Bartel, Ann P.
    In: IZA World of Labor.
    RePEc:iza:izawol:journl:2017:n:362.

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44. The Effectiveness of Incentive Schemes in the Presence of Implicit Effort Costs. (2017). Radbruch, Jonas ; Kube, Sebastian ; Goerg, Sebastian.
    In: IZA Discussion Papers.
    RePEc:iza:izadps:dp10546.

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45. Reference-Dependent Preferences: Evidence from Marathon Runners. (2017). Wu, George ; Pope, Devin G ; Dechow, Patricia M ; Allen, Eric J.
    In: Management Science.
    RePEc:inm:ormnsc:v:63:y:2017:i:6:p:1657-1672.

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46. The Role of Sales Agents in Information Disclosure: Evidence from a Field Experiment. (2017). Sweeney, Richard ; Allcott, Hunt.
    In: Management Science.
    RePEc:inm:ormnsc:v:63:y:2017:i:1:p:21-39.

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47. Wage Elasticities in Working and Volunteering: The Role of Reference Points in a Laboratory Study. (2017). Terry, Stephen ; Exley, Christine L.
    In: Harvard Business School Working Papers.
    RePEc:hbs:wpaper:16-062.

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48. Testing the Theory of Multitasking: Evidence from a Natural Field Experiment in Chinese Factories. (2017). List, John ; Tanaka, Migiwa ; Hossain, Tanjim ; Hong, Fuhai.
    In: Natural Field Experiments.
    RePEc:feb:natura:00609.

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49. Understanding the (unexpected) consequences of unexpected recognition. (2017). Neckermann, Susanne ; Yang, Xiaolan.
    In: Journal of Economic Behavior & Organization.
    RePEc:eee:jeborg:v:135:y:2017:i:c:p:131-142.

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50. Heterogeneous Effects of Performance Pay with Market Competition: Evidence from a Randomized Field Experiment. (2017). Zubanov, Nick ; Kretschmer, Tobias ; Khashabi, Pooyan ; Heinz, Matthias ; Friebel, Guido.
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    RePEc:cpr:ceprdp:12474.

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51. Alleviating managerial dilemmas in human-capital-intensive firms through incentives: Evidence from M&A legal advisors. (2017). Chatain, Olivier ; Meyer-Doyle, Philipp.
    In: Strategic Management Journal.
    RePEc:bla:stratm:v:38:y:2017:i:2:p:232-254.

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52. Corporate social responsibility as an employee governance tool: Evidence from a quasi-experiment. (2017). Flammer, Caroline ; Luo, Jiao.
    In: Strategic Management Journal.
    RePEc:bla:stratm:v:38:y:2017:i:2:p:163-183.

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53. Prudential policies and their impact on credit in the United States. (2017). Lee, Seung Jung ; Correa, Ricardo ; Calem, Paul .
    In: BIS Working Papers.
    RePEc:bis:biswps:635.

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54. Conflicts of Interest and Steering in Residential Brokerage. (2017). Pathak, Parag ; Barwick, Panle ; Wong, Maisy.
    In: American Economic Journal: Applied Economics.
    RePEc:aea:aejapp:v:9:y:2017:i:3:p:191-222.

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55. Procrastination in the Workplace: Evidence from the U.S. Patent Office. (2016). Frakes, Michael D ; Wasserman, Melissa F.
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    RePEc:nbr:nberwo:22987.

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56. Motivational Spillovers from Awards: Crowding Out in a Multitasking Environment. (2016). Gubler, Timothy ; Pierce, Lamar ; Larkin, Ian .
    In: Organization Science.
    RePEc:inm:ororsc:v:27:y:2016:i:2:p:286-303.

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57. Prudential Policies and Their Impact on Credit in the United States. (2016). Lee, Seung Jung ; Correa, Ricardo ; Calem, Paul S.
    In: International Finance Discussion Papers.
    RePEc:fip:fedgif:1186.

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58. Dynamic costs and moral hazard: A duality-based approach. (2016). Arie, Guy .
    In: Journal of Economic Theory.
    RePEc:eee:jetheo:v:166:y:2016:i:c:p:1-50.

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59. Biased supervision. (2016). Delfgaauw, Josse ; Souverijn, Michiel.
    In: Journal of Economic Behavior & Organization.
    RePEc:eee:jeborg:v:130:y:2016:i:c:p:107-125.

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60. Multidimensional Sales Incentives in CRM Settings: Customer Adverse Selection and Moral Hazard. (2016). Canales, Rodrigo ; Uetake, Kosuke ; Sudhir, K ; Kim, Minkyung.
    In: Cowles Foundation Discussion Papers.
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61. Self-Control at Work. (2015). Mullainathan, Sendhil ; Kaur, Supreet ; Kremer, Michael.
    In: Journal of Political Economy.
    RePEc:ucp:jpolec:doi:10.1086/683822.

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62. Pay-performance sensitivity of compensation contracts for nonexecutive employees: the case of the financial crisis. (2015). Kampkötter, Patrick ; Kampkotter, Patrick.
    In: Applied Economics Letters.
    RePEc:taf:apeclt:v:22:y:2015:i:9:p:734-738.

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63. The Macro Impact of Short-Termism. (2015). Terry, Stephen.
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64. Conflicts of Interest and the Realtor Commission Puzzle. (2015). Wong, Maisy ; Pathak, Parag ; Barwick, Panle.
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65. The Efficiency of Slacking Off: Evidence from the Emergency Department. (2015). David C. Chan, Jr., .
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66. Social Comparisons and Deception Across Workplace Hierarchies: Field and Experimental Evidence. (2015). Edelman, Benjamin ; Larkin, Ian .
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67. Toxic Workers. (2015). Housman, Michael ; Minor, Dylan .
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68. Incentive pay and bank risk-taking: Evidence from Austrian, German, and Swiss banks. (2015). Steinbrecher, Johannes ; Kampkötter, Patrick ; Hau, Harald ; Efing, Matthias ; Kampkotter, Patrick.
    In: Journal of International Economics.
    RePEc:eee:inecon:v:96:y:2015:i:s1:p:s123-s140.

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69. Die Dosis macht das Gift – eine Analyse zum Einfluss von Bonuszahlungen auf die Profitabilität und das Risiko von Banken. (2015). Steinbrecher, Johannes ; Kampkötter, Patrick ; Hau, Harald ; Efing, Matthias ; Kampkotter, Patrick.
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70. Bad Bets: Excessive Risk Taking, Convex Incentives, and Performance. (2014). Rawley, Evan ; de Figueiredo, Rui ; Shelef, Orie .
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71. Incentive Pay and Bank Risk-Taking: Evidence from Austrian, German, and Swiss Banks. (2014). Steinbrecher, Johannes ; Kampkötter, Patrick ; Hau, Harald ; Efing, Matthias ; Kampkotter, Patrick.
    In: NBER Working Papers.
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72. Reference-Dependent Preferences: Evidence from Marathon Runners. (2014). Pope, Devin G. ; Dechow, Patricia M. ; Wu, George ; Allen, Eric J..
    In: NBER Working Papers.
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73. The Role of Sales Agents in Information Disclosure: Evidence from a Field Experiment. (2014). Sweeney, Richard ; Allcott, Hunt.
    In: NBER Working Papers.
    RePEc:nbr:nberwo:20048.

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74. Compensation and Peer Effects in Competing Sales Teams. (2014). Li, Jia ; Chan, Tat Y ; Pierce, Lamar.
    In: Management Science.
    RePEc:inm:ormnsc:v:60:y:2014:i:8:p:1965-1984.

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75. Rewarding Volunteers: A Field Experiment. (2014). Slonim, Robert ; Macis, Mario ; Lacetera, Nicola.
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76. Multitasking Incentives and Biases in Subjective Performance Evaluation. (2014). Takahashi, Shingo ; Owan, Hideo ; Tsuru, Tsuyoshi ; Uehara, Katsuhito .
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77. Dynamic incentive effects of relative performance pay: A field experiment. (2014). Non, Arjan ; Dur, Robert ; Delfgaauw, Josse ; Verbeke, Willem .
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    RePEc:eee:labeco:v:28:y:2014:i:c:p:1-13.

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78. Incentive Pay and Bank Risk-Taking:Evidence from Austrian, German, and Swiss Banks. (2014). Steinbrecher, Johannes ; Kampkötter, Patrick ; Hau, Harald ; Efing, Matthias ; Kampkotter, Patrick.
    In: CEPR Discussion Papers.
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79. Incentive Pay and Bank Risk-Taking: Evidence from Austrian, German, and Swiss Banks. (2014). Steinbrecher, Johannes ; Kampkötter, Patrick ; Hau, Harald ; Efing, Matthias ; Kampkotter, Patrick.
    In: CESifo Working Paper Series.
    RePEc:ces:ceswps:_4984.

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1. Optimal sales force compensation. (2016). Schöttner, Anja ; Kräkel, Matthias ; Schottner, Anja ; Krakel, Matthias.
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4. Optimal Sales Force Compensation. (2014). Schöttner, Anja ; Kräkel, Matthias ; Schottner, Anja ; Krakel, Matthias.
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5. How to deal with unprofitable customers? A salesforce compensation perspective. (2013). Thevaranjan, Alex P. ; Banerjee, Sumitro.
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6. Compensation plan for competing salespersons under asymmetric information. (2013). Lee, Chung-Yee ; Yang, Ruina.
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7. Customer lifetime value-based sales force control in the financial services industry— an incentive-compatible remuneration model. (2012). Klier, Mathias ; Kaiser, Marcus ; Heidemann, Julia ; Probst, Florian .
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8. Self-Control and Incentives: An Analysis of Multiperiod Quota Plans. (2012). Jain, Sanjay.
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10. Sales force modeling: State of the field and research agenda. (2010). Albers, Sönke ; Joseph, Kissan ; Caldieraro, Fabio ; Narasimhan, Chakravarthi ; Zoltners, Andris ; Gopalakrishna, Srinath ; Lal, Rajiv ; Jensen, Ove ; Mantrala, Murali ; Krafft, Manfred ; Lodish, Leonard .
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26. Salesforce Incentives, Market Information, and Production/Inventory Planning. (2005). chen, fangruo.
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27. Delegating Pricing Decisions in Competitive Markets with Symmetric and Asymmetric Information. (2005). Prasad, Ashutosh ; Mishra, Birendra K..
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35. Delegating Pricing Decisions. (2001). Bhardwaj, Pradeep .
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36. Sales-Force Incentives and Inventory Management. (2000). chen, fangruo.
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48. Optimization models for salesforce compensation. (1996). Albers, Sönke.
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