Effort or timing

Effort or timing

by Thomas Steenburgh

Part of Working paper / Division of Research, Harvard Business School -- 05-051

Join Readfeed freeFind clubs reading this
Rate this book:

Browse books you can read free on Readfeed

No club is reading this yet — be the first to start one

Start a club free
About
This article addresses the question of whether lump-sum bonuses motivate salespeople to work harder to attain incremental orders or whether they induce salespeople to play timing games (behaviors that increase incentive payments without providing incremental benefits to the firm) with their order submissions. We find that lump-sum bonuses primarily motivate salespeople to work harder, a result that is consistent with the widespread use of bonuses in practice, but that contradicts earlier empirical work in academics.

Discuss Effort or timing with other readers

Join or start a book club for Effort or timing on Readfeed. Live chat, shared reading progress, and AI discussion questions — free to get started.

Sign up freeBrowse book clubs

Frequently asked questions

How do I join a book club for Effort or timing?

Sign up free on Readfeed, then browse public clubs or start your own club with Effort or timing as the current read. Invite friends with a share link and discuss together with live chat and AI discussion questions.

Can I discuss Effort or timing with other readers online?

Yes. Readfeed book clubs let you chat live, share progress, and join discussions about Effort or timing with readers worldwide — whether your club is virtual, in-person, or hybrid.

Is Readfeed free?

Yes. Creating an account and joining book clubs is free. Sign up to find readers who love the same books and start discussing today.