Salesforce contracting under model uncertainty
Research output: Journal Publications and Reviews (RGC: 21, 22, 62) › 21_Publication in refereed journal › peer-review
Author(s)
Related Research Unit(s)
Detail(s)
| Original language | English |
|---|---|
| Pages (from-to) | 496-500 |
| Journal / Publication | Operations Research Letters |
| Volume | 49 |
| Issue number | 4 |
| Online published | 17 May 2021 |
| Publication status | Published - Jul 2021 |
Link(s)
Abstract
This paper considers a firm's salesforce contracting problem under model uncertainty. Based on the notion of multiplier preferences, we capture model uncertainty and explicitly characterize the structure of the optimal contract. Our findings provide guidelines on the design of salesforce compensation contracts in practical situations.
Research Area(s)
- Model uncertainty, Multiplier preferences, Salesforce contracting
Citation Format(s)
Salesforce contracting under model uncertainty. / Zhang, Jianru; Li, Yi; Guo, Ju'e et al.
In: Operations Research Letters, Vol. 49, No. 4, 07.2021, p. 496-500.
In: Operations Research Letters, Vol. 49, No. 4, 07.2021, p. 496-500.
Research output: Journal Publications and Reviews (RGC: 21, 22, 62) › 21_Publication in refereed journal › peer-review
