Free Access
Issue
RAIRO-Oper. Res.
Volume 55, 2021
Regular articles published in advance of the transition of the journal to Subscribe to Open (S2O). Free supplement sponsored by the Fonds National pour la Science Ouverte
Page(s) S401 - S434
DOI https://doi.org/10.1051/ro/2019062
Published online 09 February 2021
  • S. Aflaki and I. Popescu, Managing retention in service relationships. Manage. Sci. 60 (2014) 415–433. [Google Scholar]
  • E.W. Anderson and M.W. Sullivan, The antecedents and consequences of customer satisfaction for firms. Market. Sci. 12 (1993) 125–143. [Google Scholar]
  • A.K. Basu, R. Lal, V. Srinivasan and R. Staelin, Salesforce compensation plans: an agency theoretic perspective. Market. Sci. 4 (1985) 267–291. [CrossRef] [Google Scholar]
  • P. Bhardwaj, Delegating pricing decisions. Market. Sci. 20 (2001) 143–169. [CrossRef] [Google Scholar]
  • P. Bolton and M. Dewatripont, Contract Theory. MIT Press, Cambridge (2005). [Google Scholar]
  • R.N. Bolton and J.H. Drew, A longitudinal analysis of the impact of service changes on customer attitudes. J. Market. 55 (1991) 1–9. [Google Scholar]
  • L. Boyce, HSBC tells branch staff to improve customer satisfaction if they want bonuses as bank scraps sales incentives. Available at http://www.thisismoney.co.uk/money/saving/article-2281734/HSBC-scraps-staff-bonuses-linked-sales-targets.html (2013). [Google Scholar]
  • F. Chen, Salesforce incentives, market information, and production/inventory planning. Manage. Sci. 51 (2005) 60–75. [Google Scholar]
  • K. Chen, X. Wang, M. Huang and W.-K. Ching, Salesforce contract design, joint pricing and production planning with asymmetric overconfidence sales agent. J. Ind. Manage. Optim. 13 (2017) 873–899. [Google Scholar]
  • L.Y. Chu and G. Lai, Salesforce contracting under demand censorship. Manuf. Serv. Oper. Manage. 15 (2013) 320–334. [CrossRef] [Google Scholar]
  • W. Chu and P.S. Desai, Channel coordination mechanisms for customer satisfaction. Market. Sci. 14 (1995) 343–359. [Google Scholar]
  • D.J. Chung, T. Steenburgh and K. Sudhir, Do bonuses enhance sales productivity? A dynamic structural analysis of bonusbased compensation plans. Market. Sci. 33 (2013) 165–187. [Google Scholar]
  • J.J. Cronin Jr, and S.A. Taylor, Measuring service quality: a reexamination and extension. J. Market. 56 (1992) 55–68. [Google Scholar]
  • Y. Dai and X. Chao, Price delegation and salesforce contract design with asymmetric risk aversion coefficient of sales agents. Int. J. Prod. Econ. 172 (2016) 31–42. [Google Scholar]
  • T. Dai and K. Jerath, Salesforce compensation with inventory considerations. Manage. Sci. 59 (2013) 2490–2501. [Google Scholar]
  • T. Dai and K. Jerath, Impact of inventory on quota-bonus contracts with rent sharing. Oper. Res. 64 (2016) 94–98. [Google Scholar]
  • T. Dai and K. Jerath, Salesforce contracting under uncertain demand and supply: double moral hazard and optimality of smooth contracts. Working paper, Johns Hopkins University (2019). [Google Scholar]
  • T. Dai, R. Ke and C. Ryan, Incentive design for operations-marketing multitasking. Working paper, Johns Hopkins University (2018). [Google Scholar]
  • N. DeHoratius and A. Raman, Store manager incentive design and retail performance: an exploratory investigation. Manuf. Ser. Oper. Manage. 9 (2007) 518–534. [Google Scholar]
  • S. Deng, T. Wang and X. Chang, Customer satisfaction incentives with budget constraints. Int. Trans. Oper. Res. 25 (2018) 1973–1995. [Google Scholar]
  • Y. Dong, Y. Yao and T.H. Cui, When acquisition spoils retention: direct selling vs. delegation under CRM. Manage. Sci. 57 (2011) 1288–1299. [Google Scholar]
  • J. Feng, L. Liu and X. Liu, An optimal policy for joint dynamic price and lead-time quotation. Oper. Res. 59 (2011) 1523–1527. [Google Scholar]
  • Fidelity, Fidelity investments: introduction to representatives compensation. Available at https://www.fidelity.com/bin-public/060_www_fidelity_com/documents/representative-compensation.pdf (2017). [Google Scholar]
  • A. Hagiu and J. Wright, Controlling vs. enabling. Manage. Sci. 65 (2019) 577–595. [Google Scholar]
  • S.M. Handley and J.V. Gray, Inter-organizational quality management: the use of contractual incentives and monitoring mechanisms with outsourced manufacturing. Prod. Oper. Manage. 22 (2013) 1540–1556. [Google Scholar]
  • J.R. Hauser, D.I. Simester and B. Wernerfelt, Customer satisfaction incentives. Market. Sci. 13 (1994) 327–350. [Google Scholar]
  • T.H. Ho and Y.-S. Zheng, Setting customer expectation in service delivery: an integrated marketing-operations perspective. Manage. Sci. 50 (2004) 479–488. [Google Scholar]
  • T.-H. Ho, Y.-H. Park and Y.-P. Zhou, Incorporating satisfaction into customer value analysis: optimal investment in lifetime value. Market. Sci. 25 (2006) 260–277. [Google Scholar]
  • Y.-C. Ho, J. Wu and Y. Tan, Disconfirmation effect on online rating behavior: a structural model. Inf. Syst. Res. 28 (2017) 626–642. [Google Scholar]
  • B. Holmstrom and P. Milgrom, Aggregation and linearity in the provision of intertemporal incentives. Econ.: J. Econ. Soc. (1987) 303–328. [Google Scholar]
  • B. Japsen, Ouch! patient satisfaction hits physician pay. Available at https://www.forbes.com/sites/brucejapsen/2013/07/02/patient-satisfaction-hits-physician-pay/#1eb9e9ad54e5 (2013). [Google Scholar]
  • K. Jerath, S. Netessine and Z.J. Zhang, Can we all get along? incentive contracts to bridge the marketing and operations divide. Working paper, Columbia University, New York (2007). [Google Scholar]
  • A. Kalra, M. Shi and K. Srinivasan, Salesforce compensation scheme and consumer inferences. Manage. Sci. 49 (2003) 655–672. [Google Scholar]
  • M. Kaya and Ö. Özer, Quality risk in outsourcing: Noncontractible product quality and private quality cost information. Nav. Res. Logist. (NRL) 56 (2009) 669–685. [Google Scholar]
  • P.K. Kopalle and D.R. Lehmann, Setting quality expectations when entering a market: What should the promise be? Market. Sci. 25 (2006) 8–24. [Google Scholar]
  • L.-C. Kung and Y.-J. Chen, The resource allocation problem for demand forecasting and performance measurement. Oper. Res. Lett. 40 (2012) 61–68. [Google Scholar]
  • R. Lal and R. Staelin, Salesforce compensation plans in environments with asymmetric information. Market. Sci. 5 (1986) 179–198. [Google Scholar]
  • R. Lal and V. Srinivasan, Compensation plans for single-and multi-product salesforces: an application of the holmstrom-milgrom model. Manage. Sci. 39 (1993) 777–793. [Google Scholar]
  • C.-Y. Lee and R. Yang, Compensation plan for competing salespersons under asymmetric information. Eur. J. Oper. Res. 227 (2013) 570–580. [Google Scholar]
  • D. Li, A brand that makes simple, aesthetically pleasing products became a sudden hit in China—here’s how. Available at https://www.businessinsider.com/how-a-chinese-retail-site-became-popular-2017-9 (2017). [Google Scholar]
  • L. Liu, M. Parlar and S.X. Zhu, Pricing and lead time decisions in decentralized supply chains. Manage. Sci. 53 (2007) 713–725. [Google Scholar]
  • B. Liu, S. Ma, X. Guan and L. Xiao, Timing of sales commitment in a supply chain with manufacturer-quality and retailer-effort induced demand. Int. J. Prod. Econ. 195 (2018) 249–258. [Google Scholar]
  • Luxeco, Turning “made in China” into a premium brand: China’s internet giant netease has an ambitious plan for its private label. Available at http://en.luxe.co/post/190 (2017). [Google Scholar]
  • P. Ma, H. Wang and J. Shang, Contract design for two-stage supply chain coordination: integrating manufacturer-quality and retailer-marketing efforts. Int. J. Prod. Econ. 146 (2013) 745–755. [Google Scholar]
  • G.F. Mathewson and R.A. Winter, The economics of franchise contracts. J. Law Econ. 28 (1985) 503–526. [Google Scholar]
  • B.K. Mishra and A. Prasad, Centralized pricing versus delegating pricing to the salesforce under information asymmetry. Market. Sci. 23 (2004) 21–27. [CrossRef] [Google Scholar]
  • S. Misra, A.T. Coughlan and C. Narasimhan, Salesforce compensation: an analytical and empirical examination of the agency theoretic approach. Quant. Market. Econ. 3 (2005) 5–39. [Google Scholar]
  • M.E. Nikoofal and M. Gümüşs, Quality at the source or at the end? Managing supplier quality under information asymmetry. Manuf. Serv. Oper. Manage. 20 (2018) 498–516. [Google Scholar]
  • R.L. Oliver, Effect of expectation and disconfirmation on postexposure product evaluations: An alternative interpretation. J. Appl. Psychol. 62 (1977) 480. [Google Scholar]
  • P. Oyer, A theory of sales quotas with limited liability and rent sharing. J. Labor Econ. 18 (2000) 405–426. [Google Scholar]
  • P. Pekgün, P.M. Griffin and P. Keskinocak, Coordination of marketing and production for price and leadtime decisions. IIE Trans. 40 (2008) 12–30. [Google Scholar]
  • E.L. Porteus, and S. Whang, On manufacturing/marketing incentives. Manage. Sci. 37 (1991) 1166–1181. [Google Scholar]
  • D. Rouziès, V. Onyemah, et al. Sales force compensation: trends and research opportunities. Found. Trends ® Market. 11 (2018) 143–214. [Google Scholar]
  • O. Rubel and A. Prasad, Dynamic incentives in sales force compensation. Market. Sci. 35 (2015) 676–689. [Google Scholar]
  • S. Saghafian and X. Chao, The impact of operational decisions on the design of salesforce incentives. Nav. Res. Logist. (NRL), 61 (2014) 320–340. [Google Scholar]
  • A. Schöttner, Optimal sales force compensation in dynamic settings: commissions vs. bonuses. Manage. Sci. 63 (2016) 1529–1544. [Google Scholar]
  • B. Shen, Q. Li, C. Dong and V. Quan, Design outsourcing in the fashion supply chain: Oem versus odm. J. Oper. Res. Soc. 67 (2016) 259–268. [Google Scholar]
  • K.C. So, Price and time competition for service delivery. Manuf. Serv. Oper. Manage. 2 (2000) 392–409. [Google Scholar]
  • C.S. Tang, A review of marketing–operations interface models: from co-existence to coordination and collaboration. Int. J. Prod. Econ. 125 (2010) 22–40. [Google Scholar]
  • N. Tepper, An Alibaba program lets small web retailers order small quantities from factories. Available at https://www.digitalcommerce360.com/2015/04/06/alibaba-b2b-program-lets-small-e-retailers-place-small-orders/ (2015). [Google Scholar]
  • TMTPOST, Interview with GM of Xiaomi Youpin: the way Xiaomi does business of household items. Available at https://medium.com/@TMTpost/interview-with-gm-of-xiaomi-youpin-the-way-xiaomi-does-business-of-household-items-62dc50fb333a (2018). [Google Scholar]
  • Y. Wang, B. Niu and P. Guo, On the advantage of quantity leadership when outsourcing production to a competitive contract manufacturer. Prod. Oper. Manage. 22 (2013) 104–119. [CrossRef] [Google Scholar]
  • T. Xiao, X. Cai and J. Jin, Pricing and effort investment decisions of a supply chain considering customer satisfaction. Int. J. Appl. Manage. Sci. 2 (2010) 1–19. [Google Scholar]
  • G. Xie, S. Wang and K.K. Lai, Quality improvement in competing supply chains. Int. J. Prod. Econ. 134 (2011) 262–270. [Google Scholar]
  • S. Yang, X. Zhao, V. Shi, Y. Liao and J. Zhu, Joint determination of salesforce compensation, production, and pricing decisions. Int. J. Syst. Sci.: Oper. Logist. 2 (2015) 144–155. [Google Scholar]

Current usage metrics show cumulative count of Article Views (full-text article views including HTML views, PDF and ePub downloads, according to the available data) and Abstracts Views on Vision4Press platform.

Data correspond to usage on the plateform after 2015. The current usage metrics is available 48-96 hours after online publication and is updated daily on week days.

Initial download of the metrics may take a while.