fbpx Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans | Harvard Kennedy School

Additional Authors:

  • Doug Jin Chung

Excerpt

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans. Doug Jin Chung , January 25, 2013, Paper. "We estimate a dynamic structural model of sales force response to a bonus based compensation plan. Substantively, the paper sheds insights on how different elements of the compensation plan enhance productivity. We find evidence that: (1) bonuses enhance productivity across all segments..." Link Verified October 11, 2014