The Performance Measurement Trap ∗

  • J. Miguel Villas
  • Published 2018

Abstract

This paper investigates the e ect of performance measurement on the optimal e ort allocation by salespeople when rms are concerned about retention of salespeople with higher abilities. It shows that introducing salespeople performance measurement may result in productivity, pro t, and welfare losses when all market participants optimally respond to the… (More)

1 Figure or Table

Topics

  • Presentations referencing similar topics