Xiaolin Li is an Assistant Professor of Marketing. She joined the faculty in 2015 upon completion of her PhD degree at the University of Minnesota. Her research interests include:
- B2B Marketing
- Salesforce Compensation
- Marketing Channels
- Procurement Behavior
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The pervasive use of merchandise (i.e., noncash) incentives in sales compensation plans is an empirical and theoretical puzzle given the supposed superiority of cash incentives in the standard theory (i.e., principal-agent ...