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ID:350871
大小:51.50 KB
页数:11页
时间:2017-07-26
《该公司的声誉激励的承包和使用[文献翻译]》由会员上传分享,免费在线阅读,更多相关内容在学术论文-天天文库。
1、外文题目Theuseofincentivecontractingandfirmreputation外文出处CorporateReputationReview,2010(4):P8-18外文作者DavidA.VolkmanKathHenebry原文:TheUseofIncentiveContractingandFirmReputationWhilecorporationshaveincreasedtheuseofincentivecontracting,theyhavesimultaneouslyexpressedincreasedinterestinmaintainingor
2、improvingthereputationoftheirfirm.Thisresearchdemonstratesthatthetwogoalsmaybeincongruous,that,incontrasttopreviousresearch,theuseofincentivecontractingmaynotaligntheinterestsofmanagementandsalesstaffandmayexposethecorporationtoincreasedreputationrisk.Specifically,weincorporateFinnerty’s(20
3、05)compensationmodelintoamultilevelasymmetricinformationmodelanddemonstratethatasalesperson’sincentivetoincreasereputationalriskbymisrepresentingtheproductorserviceofthefirmisafunctionoftheexistenceofasymmetricinformationbetweenthesalespersonandthecustomer,forexamplecustomerknowledgebase,th
4、einabilityofmanagementtomonitorasalesperson’sactions,thelackofatimelypenaltyforasalesperson’saberrantactions,andtherelativelevelofsalesperson’scommissiontobasecompensation.Previousresearchevaluatingtheaffectofincentivecontractingonasalesstaff’sbehaviorhavegenerallyconcludedthatcommissionswi
5、llattenuatetheshirkingbehaviorbutmayleadtodivergentrisk-seekingbehavior.Thisresearchextendspreviousanalysisintotheefficacyofincentivecontractingbyfirstrecognizingtheneedtomodelmultilevelsofasymmetricinformationandthethreatoftermination;thendelineatingtheenvironmentswherebyincentivecontracti
6、ngleadstoperverserisk-seekingbehaviorbythefirmssalesstaff.Whileasymmetricinformationbetweenthemanagersandemployeesofafirmisfundamentaltotheagencyproblemsofshirkingandriskseeking,theassumptionisnotsufficienttoexplainobservedcorporateenvironments.Rather,asymmetricinformationbetweenthesalesper
7、sonandthefirm’scustomerisalsofundamentaltomodelingshirkingandrisk-seekingbehaviorsofthesalesstaff.Inaddition,thethreatofterminationinthepresenceofmultilevelsofasymmetricinformationwillalsoinfluencerisk-seekingbehavior.ProblemmanagersThefirststepindealing
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