Mrinal Ghosh

University of Arizona, Department of Marketing

Professor of Marketing

Tucson, AZ 85721-0108

United States

SCHOLARLY PAPERS

4

DOWNLOADS

109

SSRN CITATIONS

3

CROSSREF CITATIONS

2

Scholarly Papers (4)

1.

Price Delegation and Performance Pay: Evidence from Industrial Sales Forces

Ross School of Business Paper No. 1190
Number of pages: 51 Posted: 08 Jun 2013 Last Revised: 05 Aug 2015
Santa Clara University, Department of Marketing, Columbia Business School - Finance and Economics, University of Arizona, Department of Marketing and University of Michigan at Ann Arbor - Stephen M. Ross School of Business
Downloads 85 (294,257)
Citation 4

Abstract:

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compensation, incentives, pricing authority, evidence, empirical, asymmetric information, agent bias

2.

Contracting to Dis-Incentivize

Number of pages: 55 Posted: 29 Nov 2015 Last Revised: 06 Feb 2018
Santa Clara University, Department of Marketing, CUNEF and University of Arizona, Department of Marketing
Downloads 24 (499,207)

Abstract:

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Contract, Governance, Firm resources and capabilities, Transaction Cost Economics, Resource-Based View, Pricing

3.

Price Formats for Branded Components in Industrial Markets: An Integration of Transaction Cost Economics and the Resource-Based View

Organization Science, Vol. 23, No. 5, September-October 2012, pp. 1282-1297
Posted: 29 Jul 2013 Last Revised: 06 Feb 2018
Santa Clara University, Department of Marketing, Texas Tech University - Area of Marketing and University of Arizona, Department of Marketing

Abstract:

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transaction cost economics, resource-based view, interorganizational relationships, pricing, branded components

4.

The Incentive and Selection Roles of Sales Force Compensation Contracts

Journal of Marketing Research, volume XLVIII, August 2011, 781-798
Posted: 07 Jun 2013
Santa Clara University, Department of Marketing, University of Arizona, Department of Marketing and University of Michigan at Ann Arbor - Stephen M. Ross School of Business

Abstract:

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sales force compensation, agency theory, incentives, selection, retention, survey research