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The strategic choice of managerial incentives

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Steven D. Sklivas

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Rand Journal of Economics

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Economists have long debated the objective function of large corporations. Some have suggested that large firms are more concerned with maximizing revenues or market share rather than profits. The complexity of managerial decision processes and the separation of ownership and management have been stressed as reasons for the deviation from profit maximization. This paper examine the implications of the separation of ownership from management for an oligopoly competing in prices or quantities, as in the Bertrand or Cournot models.

  This paper considers a two-stage, owner-manager game. In the first stage owners simultaneously choose their managers¡¦ incentives. In the second stage each manager choose the firm¡¦s price or quantity. Owner receive the resulting profits, and each manager is rewarded according to the incentives chosen by his owner. Since an owner¡¦s profits are determined by the actions of all managers, his optimal choice of managerial incentives takes into account their effect on rival managers¡¦ actions as well as on those of his own manager. In addition, an owner¡¦s optimal choice of managerial incentives will depend on rival owners¡¦ choices. This introduces a strategic element into his decision.

  This paper shows that when managers compete in quantities, the result ore closely resembles competition than Cournot behavior; conversely, when they compete in prices, the result more closely resembles collusion than Bertrand behavior.

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