Delegating Pricing Decisions

Article OPEN
Pradeep Bhardwaj;
  • Journal: Marketing Science,volume 20,issue 2 September,pages143-169
  • Related identifiers: doi: 10.1287/mksc.
  • Subject: Salesforce, Delegation, Agency Theory, Competition
    acm: TheoryofComputation_MISCELLANEOUS

An outstanding problem in marketing is why some firms in a competitive market delegate pricing decisions to agents and other firms do not. This paper analyzes the impact of competition on the delegation decision and, in turn, the impact of delegation on prices and incen... View more
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