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- W3121536698 abstract "Sales agents are impatient relative to owners. If a good fails to sell, the owner still retains possession of that good and can enjoy its services, whereas the agent receives nothing. As a consequence, sales agents prefer a lower price than does an owner. Owners are therefore reluctant to delegate pricing authority to sales agents even when the agents have superior market information. Pricing authority is more likely to be delegated to agents when the owner lacks monopoly power and sells competitively and when the good is a non-durable. Agents who are given pricing authority are less likely to be paid commissions and more likely to be on a straight salary.Institutional subscribers to the NBER working paper series, and residents of developing countries may download this paper without additional charge at www.nber.org." @default.
- W3121536698 created "2021-02-01" @default.
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- W3121536698 date "2014-09-01" @default.
- W3121536698 modified "2023-10-03" @default.
- W3121536698 title "The Impatient Salesperson and the Delegation of Pricing Authority" @default.
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