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


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.

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