Investment decisions, particularly innovation adoption decisions, can sustain long-term
viability of small and medium enterprises (SMEs). However, information asymmetry could …

This paper examines how compensation systems impact peer effects and competition in
collocated sales teams. We use department store sales data to show that compensation …

We investigate a retailer's and a supplier's incentive to facilitate information disclosure, ie,
consumer learning of their true product valuation, under two popular supply chain contracts …

We investigate consignment contracts with revenue-sharing for selling virtual products
subject to information asymmetry. In practice, distribution platforms commonly use unified …

In many markets, it is common for headquarters to create a price list but grant local
salespeople discretion to negotiate prices for individual transactions. How much (if any) …

Although pricing is one of the strongest drivers of profitability, little empirical research has
examined how a firm should organize pricing internally. This research draws on the …

In the producer–seller relationship, the seller, besides his role of selling, is often in an ideal
position to gather useful market information for the producer's operations planning. Incentive …

In industrial selling situations, the questions of what factors drive pricing authority delegation
to salespeople and under what conditions price delegation is beneficial for the firm are often …

When should business-to-business firms encourage their salespeople to advocate for the
customer in pricing negotiations? This research extends dual agency theory to the sales …

The authors discuss the need to adapt research in three substantively related but
paradigmatically diverse research domains (salesperson motivation, control systems, and …