{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2024,9,20]],"date-time":"2024-09-20T16:23:14Z","timestamp":1726849394393},"reference-count":38,"publisher":"Institute for Operations Research and the Management Sciences (INFORMS)","issue":"10","content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["Management Science"],"published-print":{"date-parts":[[2018,10]]},"abstract":" We develop a model and derive behavioral predictions for a multiproduct sales force subject to goals set based on past performance. We test these predictions using a field experiment in which 53 salespersons from a Chilean beverage company face exogenous variations in monthly sales goals. Confirming our predictions, we found that (1) absent strategic considerations\u2014no goal ratcheting\u2014salespersons increase (decrease) sales in the product category for which the return to effort increases (decreases), (2) including strategic considerations behavior reverses: salespersons who expect high goal ratcheting decrease (increase) sales in the category for which the return to effort increases (decreases), (3) sales did not change for the average salespersons, reflecting heterogeneity in the expectations of goal ratcheting rather than unresponsiveness to incentives. Our study points at the importance of the dynamics of incentive design, in particular, the importance of understanding the dynamics of goal setting in firms. <\/jats:p> Data are available at https:\/\/doi.org\/10.1287\/mnsc.2017.2861 . <\/jats:p> This paper was accepted by Bruno Cassiman, strategy. <\/jats:p>","DOI":"10.1287\/mnsc.2017.2861","type":"journal-article","created":{"date-parts":[[2017,11,8]],"date-time":"2017-11-08T17:42:14Z","timestamp":1510162934000},"page":"4552-4571","source":"Crossref","is-referenced-by-count":10,"title":["Incentives and Ratcheting in a Multiproduct Firm: A Field Experiment"],"prefix":"10.1287","volume":"64","author":[{"ORCID":"http:\/\/orcid.org\/0000-0002-2529-6392","authenticated-orcid":false,"given":"Francisco","family":"Brahm","sequence":"first","affiliation":[{"name":"Judge Business School, University of Cambridge, Cambridge CB2 1AG, United Kingdom; and School of Management, Pontificia Universidad Cat\u00f3lica de Chile, Macul, Santiago 7820436, Chile"}]},{"ORCID":"http:\/\/orcid.org\/0000-0002-2546-4261","authenticated-orcid":false,"given":"Joaquin","family":"Poblete","sequence":"additional","affiliation":[{"name":"School of Management, Pontificia Universidad Cat\u00f3lica de Chile, Macul, Santiago 7820436, Chile"}]}],"member":"109","reference":[{"key":"B1","doi-asserted-by":"publisher","DOI":"10.1257\/aer.101.2.470"},{"key":"B2","doi-asserted-by":"publisher","DOI":"10.1287\/mnsc.1090.1088"},{"key":"B3","doi-asserted-by":"publisher","DOI":"10.1257\/jep.25.3.63"},{"key":"B5","doi-asserted-by":"publisher","DOI":"10.1057\/jors.1991.70"},{"key":"B6","doi-asserted-by":"publisher","DOI":"10.2308\/accr-51050"},{"key":"B7","doi-asserted-by":"publisher","DOI":"10.1016\/j.jacceco.2010.07.002"},{"key":"B8","doi-asserted-by":"publisher","DOI":"10.3368\/jhr.50.2.317"},{"key":"B9","doi-asserted-by":"publisher","DOI":"10.1086\/659347"},{"key":"B10","doi-asserted-by":"publisher","DOI":"10.1257\/aer.89.4.781"},{"key":"B11","doi-asserted-by":"publisher","DOI":"10.1287\/mnsc.2014.2068"},{"key":"B12","doi-asserted-by":"publisher","DOI":"10.2307\/3149920"},{"key":"B13","doi-asserted-by":"publisher","DOI":"10.1111\/1467-6419.00150"},{"issue":"1","key":"B14","first-page":"2","volume":"51","author":"Gibbons R","year":"1987","journal-title":"J. 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