Research Paper 781 SALESFORCE COMPENSATION PLANS IN ENVIRONMENTS WITH ASYMMETRIC INFORMATION Rajiv Lal* and Richard Staelin**
Graduate Shool of Business, Stanford University, Stanford, California 94305 Fuqua School of Business, Duke University, Durham, North Carolina 27706
The authors wish to thank Professors Milton Harris, Joseph Hotz, Jim Noel, and Tom Paifrey for their several helpful comments and suggestions.
ABSTRACT In this paper, we present a theory of
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