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.



Citation:

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.

Authors

Mathew S. Isaac, Seattle University, USA
Julio Sevilla, University of Georgia, USA
Rajesh Bagchi, Virginia Tech, USA



Volume

NA - Advances in Consumer Research Volume 47 | 2019



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