Threshold incentives over multiple periods and the sales hockey stick phenomenon

In this article, we study threshold‐based sales‐force incentives and their impact on a dealer's optimal effort. A phenomenon, observed in practice, is that the dealer exerts a large effort toward the end of the incentive period to boost sales and reach the threshold to make additional profits. In the literature, the resulting last‐period sales spike is sometimes called the hockey stick phenomenon (HSP). In this article, we show that the manufacturer's choice of the incentive parameters and the underlying demand uncertainty affect the dealer's optimal effort choice. This results in the sales HSP over multiple time periods even when there is a cost associated with waiting. We then show that, by linking the threshold to a correlated market signal, the HSP can be regulated. We also characterize the variance of the total sales across all the periods and demonstrate conditions under the sales variance can be reduced. © 2010 Wiley Periodicals, Inc. Naval Research Logistics, 2010     

Landmarks in defense literature

The Cavalry Goes Through. By Bernard Newman. Henry Holt, New York (1930)     

Book reviews

Third World Military Expenditure: Determinants and Implications. By Robert McKinlay. Frances Pinter, London (1989)

The UK Defence Industrial Base: Development and Future Policy Options. By Trevor Taylor and Keith Hayward. Brassey's, London, for Royal United Services Institute (1989), ISBN 0-08-036713-5, £22.50

Mutiny. By Lawrence James. Buchan & Enright, London (1987), ISBN 0-907675-70-0, £12.95; Scapegoat! Famous Courts Martial. By John Harris. Severn House, London (1988), ISBN 0-7278-2103-2, £12.95; In Glass Houses. By Robert Boyes. Military Provost Staff Corps Association, Colchester (1986), ISBN 0-9513467-0-9, £6.50 (paperback)

The Nuclear Weapons World: Who, How and Where. Edited by Patrick Burke. Frances Pinter, London (1988), ISBN 086187-705-5, £50.00

Merchants of Treason—America's Secrets for Sale. By Thomas B. Allen and Norman Polmar. Robert Hale, London (1988), ISBN 0-7090-3543-8, £14.95 ($21.95); Intelligence and Intelligence Policy in a Democratic Society. Edited by Stephen J. Cimbala. Transnational Publishers, Dobbs Ferry, NY (1987), ISBN 0-941320-44-8, $37.50; Catching Spies—Principles and Practices of Counterespionage. By H. H. A. Cooper and Lawrence J. Redlinger. Paladin Press, Boulder, CO (1988), ISBN 0-87364-466-2, $24.95

The BattleshipRoyal Sovereignand Her Sister Ships. By Peter C. Smith. William Kimber, Wellingborough (1988), ISBN 0-7183-0704-6, £12.95; Air Power at Sea, 1945 to Today. By John Winton. Sidgwick & Jackson, London (1987), £9.95     

Book reviews

British Military History: a Supplement to Robin Higham's Guide to the Sources.. Edited by Gerald Jordan. Garland, New York (1988), xii + 586 pp., $75.00

Red Duster at War. By John Slader. William Kimber, London (1988), 352 pp., £15.50

Armed Services and Society. By Martin Edmonds. Leicester University Press, Leicester (1988), 226 pp., £25.00     

Closure properties of the relevation transform*

Sufficient conditions under which the relevation of two probability distributions is (i) NBU, (ii) IFRA, (iii) IFR are derived. The result for case (iii) corrects an error in a previous article by Baxter.     

Production-location problems with demand considerations

The production-location problem of a profit maximizing firm is considered. A model is developed for a single firm, facing the joint problems of determining the optimal plant location, the optimal input mix, and the optimal plant size. A homothetic production function is used as the model of the production technologies, and the existence of a sequential “separability” between the production, or input mix, problem and the location problem is demonstrated.