Working Paper

Multi-dimensional Salesforce Compensation with Negotiated Prices

Pranav Jindal

Minkyung Kim

University of North Carolina - Chapel Hill

Peter Newberry

University of Georgia

Nov 15, 2022

Download

Analyzes weekly sales data for a durable goods retailer and develops a structural model to test the impact on profitability of different salesforce incentives to promote either sales volume or negotiating higher prices.

By using MSI.org you agree to our use of cookies as identifiers and for other features of the site as described in our Privacy Policy.