Abstract
This research evaluated when organizations use salary compensation and when they use compensation that is based on performance. Variables from agency- and institutional-theory perspectives were use...
Keywords
Agency (philosophy)Principal–agent problemBusinessCompensation (psychology)Institutional theoryMarketingOrganizational behaviorRetail salesEconomicsManagementPsychologySociologySocial psychologyCorporate governanceFinance
Affiliated Institutions
Related Publications
Executive Motivations, Earnings, and Consequent Equity Performance
In this paper the financial incentives of executives are analyzed, theoretically and econometrically, with particular emphasis on the relationship between executive motivations ...
The Role of Value Congruity in Intraorganizational Power
To understand better the differences in power between subunits, this paper examines the relationship between perceived departmental power and the extent to which departments app...
Resource-based View of Strategic Alliance Formation: Strategic and Social Effects in Entrepreneurial Firms
Why do firms form strategic alliances? The traditional theoretical answer has been transaction cost explanations. Yet, these explanations which center on transaction characteris...
Why Do Companies Go Public? An Empirical Analysis
Abstract The decision to go public is one of the most important and least studied questions in corporate finance. Most corporate finance textbooks limit themselves to describing...
Publication Info
- Year
- 1988
- Type
- article
- Volume
- 31
- Issue
- 3
- Pages
- 488-511
- Citations
- 824
- Access
- Closed
External Links
Social Impact
Altmetric
PlumX Metrics
Social media, news, blog, policy document mentions
Citation Metrics
824
OpenAlex
Cite This
Kathleen M. Eisenhardt
(1988).
AGENCY- AND INSTITUTIONAL-THEORY EXPLANATIONS: THE CASE OF RETAIL SALES COMPENSATION..
Academy of Management Journal
, 31
(3)
, 488-511.
https://doi.org/10.2307/256457
Identifiers
- DOI
- 10.2307/256457