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Threshold Incentives over Multiple Periods and the Sales Hockey Stick Phenomenon

机译：多个时期的门槛激励措施和曲棍球棒销售现象

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摘要

In this article, we study threshold-based sales-force incentives and their impact on a dealer's optimal effort. A phenomenon, observed in practice, is that the dealer exerts a large effort toward the end of the incentive period to boost sales and reach the threshold to make additional profits. In the literature, the resulting last-period sales spike is sometimes called the hockey stick phenomenon (HSP). In this article, we show that the manufacturer's choice of the incentive parameters and the underlying demand uncertainty affect the dealer's optimal effort choice. This results in the sales HSP over multiple time periods even when there is a cost associated with waiting. We then show that, by linking the threshold to a correlated market signal, the HSP can be regulated. We also characterize the variance of the total sales across all the periods and demonstrate conditions under the sales variance can be reduced.
机译：在本文中，我们研究了基于阈值的销售人员激励措施及其对经销商最佳努力的影响。在实践中观察到的一种现象是，在激励期即将结束时，经销商付出了巨大的努力来促进销售并达到获取更多利润的门槛。在文献中，导致的上期销售高峰有时被称为曲棍球棒现象（HSP）。在本文中，我们证明了制造商对激励参数的选择和潜在的需求不确定性会影响经销商的最佳努力选择。即使存在等待相关的成本，这也会导致多个时间段的销售HSP。然后，我们表明，通过将阈值链接到相关的市场信号，可以对HSP进行监管。我们还刻画了所有期间总销售额的方差，并证明了可以减少销售额方差的情况。

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