Why Do Salespeople Spend So Much Time Lobbying for Low Prices?

被引：24

作者：

Simester, Duncan ^{[1
]}

Zhang, Juanjuan ^{[1
]}

机构：

[1] MIT, Sloan Sch Management, Cambridge, MA 02142 USA

来源：

MARKETING SCIENCE | 2014年 / 33卷 / 06期

关键词：

lobbying; influence activities; sales force management; pricing; agency theory; incentives; information; marketing-sales interface; SALES CONTESTS; MARKETS;

D O I：

10.1287/mksc.2014.0856

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

In business-to-business settings a company's sales force often spends considerable time lobbying internally for authorization to charge lower prices. These internal lobbying activities are time consuming, and divert attention from other tasks, such as interacting with customers. We explain why internal lobbying activities serve an important role. They help the firm elicit truthful reporting of demand information from the sales force. As a result, it may be profitable for the firm to require lobbying (and make the requirement onerous), even though lobbying is a nonproductive activity that creates an additional administrative burden and imposes a deadweight loss.

引用

页码：796 / 808

页数：13