The Commission Effect
We show that employees (e.g., salespeople) evaluate the same monetary payout more [less] favorably if it stems from a high [low] commission rate and a low [high] gross sales amount. Five experiments document this commission effect and attribute it to the greater evaluability of commission rates over gross sales amounts.
Mathew S. Isaac, Julio Sevilla, and Rajesh Bagchi (2019) ,"The Commission Effect", in NA - Advances in Consumer Research Volume 47, eds. Rajesh Bagchi, Lauren Block, and Leonard Lee, Duluth, MN : Association for Consumer Research, Pages: 222-226.
Mathew S. Isaac, Seattle University, USA
Julio Sevilla, University of Georgia, USA
Rajesh Bagchi, Virginia Tech, USA
NA - Advances in Consumer Research Volume 47 | 2019
Why Do People Who Have More Enjoy Horror More?
Haiyang Yang, Johns Hopkins University
Kuangjie Zhang, Nanyang Technological University, Singapore
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Ramona De Luca, EAESP-FGV
Delane Botelho, EAESP-FGV
Assuming Ordinality: Best-to-Worst Inferences in Vertical Lists
Mathew S. Isaac, Seattle University
SHAILENDRA PRATAP JAIN, University of Washington, USA