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Article
Misselling through Agents
American Economic Review (2009)
  • Marco Ottaviani, Northwestern University
  • Roman Inderst
Abstract

How to incentivize sales agents to sell, but not to “missell” to customers for whom the product is unsuitable? Analysis of the internal organization of the sales process, the commitment effect of transparency of commissions, and the role for self regulation and policy intervention.

Disciplines
Publication Date
2009
Citation Information
Marco Ottaviani and Roman Inderst. "Misselling through Agents" American Economic Review (2009)
Available at: http://works.bepress.com/marco_ottaviani/1/