| The incentive and selection roles of sales force compensation contracts D Lo, M Ghosh, F Lafontaine Journal of Marketing Research 48 (4), 781-798, 2011 | 101 | 2011 |
| Price delegation and performance pay: Evidence from industrial sales forces D Lo, W Dessein, M Ghosh, F Lafontaine The Journal of Law, Economics, and Organization 32 (3), 508-544, 2016 | 44 | 2016 |
| The double‐edged effect of knowledge acquisition: How contracts safeguard pre‐existing resources G Zanarone, D Lo, TL Madsen Strategic Management Journal 37 (10), 2104-2120, 2016 | 34 | 2016 |
| Price formats for branded components in industrial markets: An integration of transaction cost economics and the resource-based view D Lo, KM Frias, M Ghosh Organization Science 23 (5), 1282-1297, 2012 | 24 | 2012 |
| Coordination and organization Design: Theory and micro-evidence W Dessein, D Lo, C Minami American Economic Journal, Microeconomics 14 (4), 804-43, 2022 | 17 | 2022 |
| Managing with style? Micro-evidence on the allocation of managerial attention D Lo, F Brahm, W Dessein, C Minami Management Science 68(11), 8261-8285, 2022 | 7 | 2022 |
| The strategic use of early bird discounts for dealers D Lo, S Salant Quantitative Marketing and Economics 14 (2), 97-127, 2016 | 7 | 2016 |
| Contracting to (dis)incentivize? An integrative transaction-cost approach on how contracts govern specific investments D Lo, G Zanarone, M Ghosh Strategic Management Journal 43 (8), 1528-1555, 2022 | 6 | 2022 |
| Effort and compensation in relational contracts D Lo, H Rantakari Heikki, Effort and Compensation in Relational Contracts (January 22, 2018), 2018 | 4 | 2018 |
Mrinal GhoshVerified email at email.arizona.edu
