Desmond (Ho-Fu) Lo

Santa Clara University, Department of Marketing

500 El Camino Real

Santa Clara, CA California 95053

United States

http://www.scu.edu/business/marketing/faculty/lo.cfm

SCHOLARLY PAPERS

8

DOWNLOADS

184

SSRN CITATIONS

4

CROSSREF CITATIONS

2

Scholarly Papers (8)

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 (296,683)
Citation 5

Abstract:

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

2.

The Strategic Use of Early Bird Discounts for Dealers

Number of pages: 39 Posted: 27 Jul 2013 Last Revised: 06 Feb 2018
Desmond (Ho-Fu) Lo and Stephen W. Salant
Santa Clara University, Department of Marketing and University of Michigan
Downloads 39 (432,190)

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Vertical Relationships; Marketing Channels; Sales Discounts; Slotting Allowances; Two-Part Pricing; Constrained-Capacity Oligopoly Games

3.

Contracting to Dis-Incentivize

Number of pages: 55 Posted: 29 Nov 2015 Last Revised: 06 Feb 2018
Desmond (Ho-Fu) Lo, Giorgio Zanarone and Mrinal Ghosh
Santa Clara University, Department of Marketing, CUNEF and University of Arizona, Department of Marketing
Downloads 24 (503,275)

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

4.

Effort and Compensation in Relational Contracts

Number of pages: 52 Posted: 08 Feb 2018
Desmond (Ho-Fu) Lo and Heikki Rantakari
Santa Clara University, Department of Marketing and University of Rochester - Simon Business School
Downloads 19 (532,498)

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Distribution channels, Incentives, Monitoring, Effort, Agency Theory, Relational Contract, Sales Force

Coordination and Organization Design: Theory and Micro-Evidence.

Number of pages: 61 Posted: 13 Aug 2019 Last Revised: 24 Sep 2019
Wouter Dessein, Desmond (Ho-Fu) Lo and Chieko Minami
Columbia Business School - Finance and Economics, Santa Clara University, Department of Marketing and Kobe University
Downloads 17 (564,408)

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Organization Design, Local Volatility, Local Information, Coordination, Task Allocation, Delegation, Coordinated Adaptation

Coordination and Organization Design: Theory and Micro-Evidence

CEPR Discussion Paper No. DP13938
Number of pages: 64 Posted: 07 Oct 2019
Wouter Dessein, Desmond (Ho-Fu) Lo and Chieko Minami
Columbia Business School - Finance and Economics, Santa Clara University, Department of Marketing and Kobe University
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Coordinated Adaptation, Local information, Local Volatility, Organization Design, Task Delegation

6.

The Double-Edged Effect of Knowledge Acquisition: How Contracts Safeguard Pre-Existing Resources

Strategic Management Journal, 2016, 37(10), 2104-2120
Posted: 31 Jul 2015 Last Revised: 06 Feb 2018
Giorgio Zanarone, Desmond (Ho-Fu) Lo and Tammy L. Madsen
CUNEF, Santa Clara University, Department of Marketing and Santa Clara University

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Knowledge investment, knowledge acquisition, contract, price format, firm resources, firm capabilities, negotiation

7.

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
Desmond (Ho-Fu) Lo, Kellilynn Frias and Mrinal Ghosh
Santa Clara University, Department of Marketing, Texas Tech University - Area of Marketing and University of Arizona, Department of Marketing

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

8.

The Incentive and Selection Roles of Sales Force Compensation Contracts

Journal of Marketing Research, volume XLVIII, August 2011, 781-798
Posted: 07 Jun 2013
Desmond (Ho-Fu) Lo, Mrinal Ghosh and Francine Lafontaine
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

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