Browsing R & P Seminar by Author "Rao, Raghunath Singh"
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Do Activity-Based Incentive Plans Work? Evidence from a Large-Scale Field Experiment Rao, Raghunath Singh (Indian Institute of Management Ahmedabad, 2019-03-29)Despite theory-based expectations, and actual usage in practice, we lack any evidence about sales productivity gains from activity-based incentive (ABI) pay. Such plans incorporate activity scores from salespersons’ call ...