Performance Measure Properties And Incentives

Topics:
Performance Management
Tags:
Incentive,
Performance,
Sales,
Sales Force Management,
Social Science Electronic Publishing Inc.
Source:
Social Science Electronic Publishing

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Overview: From the executive summary: ‘The paper examines the effects of quantitative performance measure properties on incentive system design, using data on incentive contracts for auto dealership managers. For each performance measure, the data include information on five properties: two indicators of risk; two indicators of distortion (short-term thinking and encouraging cooperation); and one indicator of potential manipulation. It also discusses properties that have important effects on incentive system design.’

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Format: PDF | Size: 119KB | Date: Mar 2004 | Pages: 39

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