Do Activity-Based Incentive Plans Work? Evidence from a Large-Scale Field Intervention
Abstract
Many firms incorporate activity-based incentive (ABI) compensation into their pay plans. These ABIs are based on salespeople’s activity measures derived from their call reports. Despite their prevalence and theory-based expectations, there is a distinct lack of empirical work studying the sales productivity effects of ABI pay. With the cooperation of a large pharmaceutical firm, the authors conducted a three-year-long intervention based on a...
Paper Details
Title
Do Activity-Based Incentive Plans Work? Evidence from a Large-Scale Field Intervention
Published Date
Jun 8, 2021
Volume
58
Issue
4
Pages
686 - 704
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