How do commission rates influence a firm’s success? statistical analysis of a corporate strategy simulation experiment

B. Brandl (), U. Leopold-Wildburger, A. Mietek and S. Pickl

Central European Journal of Operations Research, 2010, vol. 18, issue 4, 553-566

Abstract: The purpose of this paper is to analyse the relationship between commission rates and a firm’s success within a corporate strategic planning simulation experiment. Teams of students are assigned to the role of managers of a firm within a competitive market situation. They have the task to experience the complex situation in which they act as managers to increase the performance of a firm by setting specific parameters. Our most interesting parameter is the commission rate. The Marketing Game considers a reasonably complex and realistic situation for the participants. We examine to what extent subjects succeed in increasing a firm’s turnover and profit by varying the commission rates. Copyright Springer-Verlag 2010

Keywords: Experimental economics; Corporate strategic planning simulation; Profit dependence on commission rate (search for similar items in EconPapers)
Date: 2010
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Citations: View citations in EconPapers (4)

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DOI: 10.1007/s10100-010-0176-1

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