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Salesforce contracting under model uncertainty

  • Jianru Zhang
  • , Yi Li
  • , Ju'e Guo
  • , Kin Keung Lai*
    • *Corresponding author for this work

    Research output: Journal Publications and Reviews › RGC 21 - Publication in refereed journal › peer-review

    1   Link opens in a new tab Citation (Scopus)

    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.
    Original languageEnglish
    Pages (from-to)496-500
    JournalOperations Research Letters
    Volume49
    Issue number4
    Online published17 May 2021
    DOIs
    Publication statusPublished - Jul 2021

    Research Keywords

    • Model uncertainty
    • Multiplier preferences
    • Salesforce contracting

    RGC Funding Information

    • RGC-funded

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    • TBRS: Safety, Reliability, and Disruption Management of High Speed Rail and Metro Systems

      XIE, M. (Principal Investigator / Project Coordinator), BENSOUSSAN, A. (Co-Principal Investigator), LO, S. M. (Co-Principal Investigator), SHOU, B. (Co-Principal Investigator), SINGPURWALLA, N. D. (Co-Principal Investigator), TSE, W. T. P. (Co-Principal Investigator), TSUI, K. L. (Co-Principal Investigator), YU, Y. (Co-Principal Investigator), YUEN, K. K. R. (Co-Principal Investigator), CHAN, A. B. (Co-Investigator), CHAN, N.-H. (Co-Investigator), CHIN, K. S. (Co-Investigator), CHOW, H. A. (Co-Investigator), Chow, W. K. (Co-Investigator), EDESESS, M. (Co-Investigator), GOLDSMAN, D. M. (Co-Investigator), Huang, J. (Co-Investigator), LEE, W. M. (Co-Investigator), LI, L. (Co-Investigator), LI, C. L. (Co-Investigator), LING, M. H. A. (Co-Investigator), LIU, S. (Co-Investigator), MURAKAMI, J. (Co-Investigator), NG, S. Y. S. (Co-Investigator), NI, M. C. (Co-Investigator), TAN, M.H.-Y. (Co-Investigator), Wang, W. (Co-Investigator), Wang, J. (Co-Investigator), WONG, C. K. (Co-Investigator), WONG, S. Y. Z. (Co-Investigator), WONG, S. C. (Co-Investigator), Xu, Z. (Co-Investigator), ZHANG, Z. (Co-Investigator), Zhang, D. (Co-Investigator), ZHAO, J. L. (Co-Investigator) & Zhou, Q. (Co-Investigator)

      1/01/16 → 31/12/21

      Project: Research

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