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| Author: | Hauser, J. R. Simester, D. I. Wernerfelt, B. |
| Title: | Side payments in marketing |
| Journal: | Marketing Science
1997 : VOL. 16:3, p. 246-255 |
| Index terms: | INCENTIVES SALES AGENCY THEORY PAYMENT SYSTEMS COMPARATIVE ADVANTAGE BRIBERY |
| Language: | eng |
| Abstract: | Side payments are common in marketing because the structure of intrafirm upstream downstream ratings systems often guarantees that there are economic incentives for side payments and if the firm can control the reward functions it can always factor the side payments into the compensation system with no lost of profits. Side payments may not occur if the rating is constrained appropriately or if the firm or society uses peer pressure, cultural norms, or punishment to prevent side payments. |
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