distributional effects of a carbon tax on car fuels in france this paper analyses the distributional effects of alternative scenarios of carbon taxes on car fuels using disaggregated french panel data from 2003 to 2006 it incorporates household price responsiveness that differs across income groups into a consumer surplus measure of tax burden carbon taxation is regressive before revenue recycling however taking into account the benefits from congestion reduction induced by the tax mitigates regressivity we show also that recycling additional revenues from the carbon tax either in equal amounts to each household or according to household size makes poorest households better off

optimal sales force diversification and group incentive payments in this research we show that the interaction between territory allocation and sales force compensation two key drivers of sales productivity strongly affects the firm s profitability we analyze an agency theoretic model that jointly considers the degree of negative or positive correlation across territory outcomes differences in territories sales potentials the agency problem with risk averse salespeople and the availability of both own territory compensation elements such as commission and elements dependent on the performance of others such as group commissions or tournaments we find that allocating salespeople to negatively correlated sales territories beneficially diversifies each salesperson s portfolio of sales outcomes when this allocation includes a group commission pay component and can improve profitability even with a decrease in average territory sales performance in a larger sales force a balanced allocation of salespeople coupled with a group commission dominates an imbalanced allocation comparing piece rate compensation with or without a group commission component to tournaments alongside the allocation problem we find that tournaments are favored over piece rate plans when territories are highly positively correlated territory sales potentials are similar and salespeople have a low disutility for effort and are not very risk averse a piece rate plan conversely dominates a tournament when these conditions are reversed

a macroeconomic evaluation of a carbon tax in overseas territories a cge model for reunion island reunion island similar to most insular regions is ruled by a carbon based economy that is heavily dependent on fossil fuels in recent years the energy transition towards a low carbon economy has become the watchword of this french overseas region with the objective of a 100 renewable energy mix by 2030 reducing fossil fuel use while maintaining economic growth is an important issue for all countries but is even more important for island territories with structural and geographical handicaps energy transition and drastic greenhouse gas emission reductions represent costs and opportunities that need to be quantified this research paper assesses the environmental and macroeconomic effects of the carbon price policy introduced in france to meet the target of the paris agreement the acceptability of the tax significantly depends on the possibility of recycling tax revenues different schemes for recycling tax revenues are considered in simulations the methodology used is a computable general equilibrium cge model for reunion island getrun nrj that takes into account all island specificities the results show that the carbon tax enables substitutions between fossil and renewable energy production and reduces co 2 emissions however the tax has negative effects on the aggregate economy the implemented tax revenue recycling compensation mechanisms mitigate the negative impacts but the results differ significantly as the recycling schemes do not support the same economic actors

fuel taxes an important instrument for climate policy abstract this article shows that fuel taxes serve a very important role for the environment and that we risk a backlash of increased emissions if they are abolished fuel taxes have restrained growth in fuel demand and associated carbon emissions although fuel demand is large and growing our analysis shows that it would have been much higher in the absence of domestic fuel taxes people often assert that fuel demand is inelastic but there is strong research evidence showing the opposite the price elasticity is in fact quite high but only in the long run in the short run it may be quite inelastic which has important implications for policy makers had europe not followed a policy of high fuel taxation but had low us taxes then fuel demand would have been twice as large hypothetical transport demand in the whole oecd area is calculated for various tax scenarios and the results show that fuel taxes are the single most powerful climate policy instrument implemented to date yet this fact is not usually given due attention in the debate

evaluation of salesforce size and productivity through efficient frontier benchmarking the efficient operation of a salesforce is a critical element in the profitability of many firms three factors play key roles the salesforce s size its allocation and its productivity this gives rise to the following questions can salesforce performance be improved by 1 hiring more salespeople 2 allocating them more effectively to the various sales districts and or 3 improving salesperson productivity through better calling patterns in terms of consumers and product line items the practice of most firms and the methodology used in most of the academic literature to address salesforce design and productivity questions is a bottom up approach this approach starts with assessments by each salesperson of the sales and effort corresponding to each customer and prospect in their territory these assessments are then aggregated to the territory district and national levels this paper takes an alternative top down approach it is based on an estimated relationship between district level sales and salesforce size effort and other variables this more macro level decision tool can be used by management in parallel to and as an objective check of the more conventional and more subjective bottom up approach we develop an efficient frontier methodology which allows us to estimate how total district sales respond to salesforce size district potential and competitive activity in the firm s best performing districts the methodology utilized is based on data envelopment analysis dea and yields a benchmark measure of each district s efficient frontier sales sales assuming the district s salesforce allocates its effort as done in the best performing districts based on the estimated response function we discuss the three potential sources of increased profitability closing the inefficiency gap of each of the lower performing districts optimally reallocating the current salesforce to the various districts and changing the current size of the salesforce to its optimal level the inefficiency gap issue is addressed through comparison of the parameter estimates for the best districts obtained through our methodology with those of an average district sales response function obtained using regression analysis this comparison points to an important methodological finding the use of multiple estimation results may lead to an improved understanding of the phenomenon being studied in our case the identification of the likely causes of district productivity inefficiencies the latter two sources of increased profitability salesforce reallocation and changes in the current salesforce size are addressed analytically given the district level efficient frontier sales response function the proposed top down procedure using the efficient frontier methodology and the insights it provides are examined by evaluating the operations of two different salesforces one selling manufacturing equipment and the other business equipment in both cases regression based analysis would have resulted in a declaration that the status quo was close to optimal while the frontier based analysis pointed out that strong gains were possible in certain districts in particular for both firms the greatest increases in profit are obtained through improved salesforce efficiency in the lower performing districts not through salesforce size or district allocation adjustments at the more micro level a comparison of the frontier and regression parameters made it possible to identify which specific changes in the daily operations of the salesforces would allow the realization of these potential productivity gains in our two cases this could be obtained through more emphasis on pursuing prospective accounts

carbon tax simulations using a household demand model abstract the main objective of this paper is to analyse consumer response and welfare effects due to changes in energy or environmental policy to achieve this objective we formulate and estimate an econometric model for non durable consumer demand in sweden that utilises micro and macro data in the simulations we consider two revenue neutral scenarios that both imply a doubling of the co2 tax one that returns the revenues in the form of a lower vat and one that subsidise public transport one conclusion from the simulations is that the co2 tax has regional distribution effects in the sense that household living in sparsely populated areas carry a larger share of the tax burden

incentives versus reciprocity insights from a field experiment abstractthe authors conduct a field experiment in which they vary the sales force compensation scheme at an asian enterprise that sells consumer durable goods with variation generated by the experimental treatments the authors model sales force performance to identify the effectiveness of various forms of conditional and unconditional compensation they account for salesperson heterogeneity using a hierarchical bayesian framework to estimate the model they find conditional compensation in the form of quota bonus incentives to improve performance however such compensation may lead to lower future performance the authors find little difference in effectiveness between a quota bonus plan and punitive bonus plans framed as a penalty for not achieving quota they find that unconditional compensation in the form of reciprocity is effective at improving sales force performance only when it is given as a delayed reward however the effectiveness of this plan decreases with repeated exposure the authors

energy poverty policies in the eu a critical perspective abstract once confined to the uk context where it was struggling to receive political recognition for years the concept of energy or fuel poverty is slowly entering the eu s agenda where it has crept into a number of regulatory documents and policy proposals using evidence gathered from an international workshop and semi structured interviews with decision makers experts and advocacy activists in brussels and sofia this paper explores the adoption of policies aimed at addressing energy poverty within i the organisational context of the eu and ii national state institutions in bulgaria a member state facing considerable problems at the energy affordability social inequality nexus while the former are largely nascent and poorly co ordinated the latter have already been implemented de jure to a significant extent however many unresolved issues surrounding their de facto implementation remain at the same time national policy makers remain largely unaware of the existence of direct energy poverty related initiatives at the eu level

measuring fuel poverty in france which households are the most fuel vulnerable fuel poverty is a growing concern in france following the hike in energy prices that started in 2004 the problem of energy affordability for low income households entered the political debate with the grenelle de l environnement in 2007 according to the standard uk definition 10 ratio 3 8 million households were subject to fuel poverty in france in 2006 we question the way fuel poverty is currently measured and compare the impact of alternative measurement approaches on the extent and composition of fuel poverty in france then we identify and characterize vulnerable households that are not ordinarily poor but can be pushed into poverty because of their fuel bills a logit a clog log and a mixed effect logit model are used to analyze which factors influence the probability of vulnerable households to fall into poverty the study indicates that the proportion of fuel poor people and their characteristics differ significantly depending on the fuel poverty measure chosen the econometric results show that the probability of falling into poverty is higher for those who are retired living alone rent their home use an individual boiler for heating cook with butane or propane and have poor roof insulation current french fuel poverty reduction policies appear to be inappropriate given our conclusions

attitudes towards carbon taxes across europe the role of perceived uncertainty and self interest abstract while using carbon taxes to reduce greenhouse gas emissions may well be effective this has recently proved too unpopular to put into practice in a number of countries yet at a time when governments across the world are preparing their nationally determined contributions to the paris agreement our knowledge of whether and why people oppose these taxes originates from a single or small number of cases drawing on the european social survey n 44 387 this article provides evidence on public attitudes towards increasing taxes on fossil fuels to reduce climate change from 23 countries most of which have never featured in the literature before the results point to a widespread aversion to carbon taxes on the one hand this worsens with the perceived costs of taxes such as the case among consumers who depend highly on energy on the other it improves with political trust and external political efficacy factors that help ease the uncertainty around policy proposals our estimations suggest that the effect of changes in these factors alone would be large enough to reverse the public resistance to carbon taxes in some countries these results are robust to a number of alternative specifications and various checks

government intervention in production and incentives theory a review of recent contributions national science foundation the commissariat general du plan and the center for energy policy research at m i t

an empirical analysis of sales force compensation plans among the array of direct and indirect methods of motivation and control available to the sales manager is sales force compensation in this article the authors summarize theoretical predictions from the economics marketing finance and accounting literatures on the structure of optimal sales force compensation plans guided by these insights they then construct empirical models to quantify the effect of various sales force factors firm and product factors and market factors on compensation using data from 286 firms in 39 industries the authors examine determinants of incentive components and total pay and the optimal horizon for incentive pay copyright 1992 by university of chicago press

estimates from a consumer demand system implications for the incidence of environmental taxes abstract most studies suggest that environmental taxes are regressive making them less attractive policy options we consider the distributional effects of a gasoline tax increase using four incidence measures and under three scenarios for gas tax revenue use to incorporate behavioral responses we use consumer expenditure survey data to estimate a consumer demand system that includes gasoline other goods and leisure our estimates confirm that when revenues are not recycled a gasoline tax is regressive use of incidence measures that ignore demand responses however will substantially overstate this regressivity in contrast the differences between the equivalent variation and easier to implement consumer surplus measures are relatively small in addition our results suggest that using the additional gas tax revenue to fund labor tax cuts makes the policy substantially less regressive while using the revenue to fund lump sum transfers actually makes it progressive

distributional impacts of investment subsidies for residential energy technologies abstract this study analyses the distributional impacts of investment subsidies paid to households that install residential energy technologies based on renewable energy sources the subsidies covering a significant part of the total investment play a considerable role in households energy decisions depending on their design support measures may provide the most benefits to certain groups of society and thus may cause increasing inequality the potential distributional impacts of the investment subsidies are determined by the combination of technologies targeted and their costs household income support intensity subsidy design restrictions and the availability of additional measures this study examines the support system for residential renewable energy technologies in the lithuanian case by employing a microsimulation model this analysis of existing measures provides more general results and highlights the policy features that cause distributional impacts therefore the results are applicable in other countries as well the analysis shows that although the support is efficient from an energy point of view it provides the most benefits to households with higher income and thus increases inequality moreover the subsidies fail to reduce energy poverty due to the poorest households low capacity to invest to obtain a flatter distribution of benefits the design of support measures should consider the current situation of lower income households and affordability issues

quantifying the prevalence of fuel poverty across the european union abstract the literature and policy base for fuel poverty in the uk and ireland is well established and there is a growing body of single country studies beyond these two eu member states for example brunner et al 2012 dubois 2012 robine et al 2008 however on a european level the last analysis of fuel poverty was conducted in 2004 prior to the enlargement of the eu using survey data this paper presents an updated overview of the prevalence of european fuel poverty in the context of the accession of numerous former social states and rising fuel prices analysis reveals the phenomenon of fuel poverty is occurring across the eu with particularly high levels of fuel poverty found in eastern and southern european states it is argued that there are both eu and national policy frameworks in place that address climate change and these could be used as a starting point for countries to address fuel poverty through improved domestic energy efficiency measures this paper reflects research undertaken in 2011 supported by eaga charitable trust within the umbrella of work examining issues of poverty and social exclusion across the eu which has enabled access to the eu silc dataset

an investigation of the equal commission rate policy for a multi product salesforce for a multi product sales force the policy of paying commissions as an equal percentage of realized gross margins is shown to be in general nonoptimal from the firm s profit maximization point of view for a homogeneous salesforce the nonoptimality results from the fact that earlier research while taking into account the effect of commission rates on a salesperson s allocations of total time to the multiple products has not incorporated the effect of commission rates on salesperson s total selling time resulting from his her trading off income vs total time to maximize utility the equal commission rate policy is however optimal for the cases of i salesperson with a fixed total selling time and a minimum income requirement and ii fair income salesperson whose total selling time is merely a function of income and not based on rate of change of income as in the utility maximization case if the salesforce is heterogeneous e g different salespersons have differing sales responses to selling time this makes the equal commission rate policy to be in general nonoptimal even for the restrictive cases i and ii it is suggested that the commission rates be set higher for products with greater elasticities relating quantities sold to selling times the common practice of paying commissions as a percentage of total dollar sales rather than gross margins is shown to be optimal under certain assumptions

short term contracts and long term agency relationships abstract long term contracts are valuable only if optimal contracting requires commitment to a plan today that would not otherwise be adopted tomorrow we show that commitments are unnecessary and hence short term contracts are sufficient if 1 all public information can be used in contracting 2 the agent can acess a bank on equal terms with the principal 3 recontracting takes place with common knowledge about technology and preferences and 4 the frontier of expected utility payoffs generated by the set of incentive compatible contracts is downward sloping at all times

salesforce compensation plans in environments with asymmetric information in this paper we present a theory of salesforce compensation plans to provide insights into why it may be advantageous for a profit maximizing firm to offer members of its salesforce the opportunity to choose from a menu of compensation plans although such contractual arrangements are not commonly used in the industry they have been introduced and implemented by firms such as ibm and st regis paper as in our previous work on salesforce compensation plans basu lal srinivasan and staelin basu a k r lal v srinivasan r staelin 1985 salesforce compensation plans an agency theoretic perspective marketing sci 4 fall 267 291 we use an agency theory framework in this paper we relax the assumptions of information symmetry and salesforce homogeneity and show the conditions under which it is optimal to offer a menu of compensation plans we also show that even when these assumptions are relaxed there are situations where offering a single plan characterized by basu lal srinivasan and staelin basu a k r lal v srinivasan r staelin 1985 salesforce compensation plans an agency theoretic perspective marketing sci 4 fall 267 291 is still optimal insights gained from the analyses are discussed in the context of an existing compensation scheme

optimization models for salesforce compensation abstract this paper reviews models which address the design of optimal salesforce compensation schemes the discussion starts with agency theoretic models that are able to derive the optimal form for a compensation scheme under assumptions regarding the degree of information asymmetry and heterogeneity within the salesforce for the four resulting extreme cases models are presented that allow for the determination of optimal parameter values for specific compensation schemes such as fixed salary plus commission bonus for quota achievement and menus of plans finally there follows an examination of approaches through which commission rates or bonuses can be optimally differentiated such that the salespersons allocate their selling time in their own and at the same time in the firm s best interest all of these models are reviewed in particular with respect to their applicability in practice

a theory of yardstick competition in the typical regulatory scheme a franchised monopoly has little incentive to reduce costs this article proposes a mechanism in which the price the regulatedfirm receives depends on the costs of identical firms in equilibrium each firm chooses a socially efficient level of cost reduction the mechanism generalizes to cover heterogeneous firms with observable differences medicare s prospective reimbursement of hospitals by using diagnostically related groups is a scheme very similar to the one outlined here

simulation of indirect tax reforms using pooled micro and macro french data this paper assesses the consequences of two reforms of the french indirect taxation system a vat harmonization which is close to initial ec proposals and a carbon tax which aims at decreasing the emissions of carbon dioxide we simulate the effects of tax reforms using estimates of a model of household expenditure behaviour estimation is obtained by using the property of perfect aggregation over households of the almost ideal demand system on pooled micro data from the 1978 1979 1984 1985 1989 issues of the french enquete budgets des familles combined with macro data from the quarterly national accounts from 1970 to 1990 simulations are conducted using a subsample of households from the 1989 consumer survey and generate useful results about the behavioural reactions to tax changes the impact on government revenue and the distributional effects of the reforms

using cost observation to regulate firms the paper emphasizes the use of accounting data in regulatory or procurement contracts when the supplier 1 has superior information about the cost of the project and 2 invests in cost reduction the main result states that under risk neutrality the supplier announces an expected cost and is given an incentive contract linear in cost overruns this optimal contract moves toward a fixed price contract as the announced cost decreases an investment choice is then introduced and the use of a rate of return regulation is studied

on the design of incentive mechanisms in environmental policy the theory of incentives in environmental policy is concerned with the problem an environmental authority faces when its own objectives do not coincide with those of the polluters negative externalities in production and consumption degrade the quality of the environment in an excessive way the public goods property of natural resources like air and water is a standard example of the failure of markets and hence for the need of public regulation it is the task of the environmental authority the principal to invent instruments for environmental policy in order to internalize the social cost of production and consumption caused by the polluters the agents

the distributional implications of a carbon tax in ireland we study the effects of carbon tax and revenue recycling across the income distribution in the republic of ireland in absolute terms a carbon tax of 20 tco2 would cost the poorest households less than 3 week and the richest households more than 4 week a carbon tax is regressive therefore however if the tax revenue is used to increase social benefits and tax credits households across the income distribution can be made better off without exhausting the total carbon tax revenue

the distributional effects of a carbon tax and its impact on fuel poverty a microsimulation study in the french context abstract this paper studies the distributional effects of france s recently introduced carbon tax using a microsimulation model built on a representative sample of the french population from 2012 it simulates the taxes levied on each household s consumption of energy for housing and transport without revenue recycling the carbon tax is regressive and increases fuel poverty from a policy perspective this finding indicates that the question of fuel poverty cannot be ignored in the quest for a fair ecological transition it proposes that some of the revenues from the carbon tax should be redistributed to households different designs of cash transfer to support households are then compared the results show that the inequities of the carbon tax could be offset at reasonable cost relative to total carbon tax revenues however adjusting the design of cash transfers to criteria other than income level does not diminish the cost of compensating households the benefits of finely adjusting cash transfers may therefore be somewhat limited most notably the results show that targeting revenue recycling at low income households would help to reduce fuel poverty substantially this study therefore indicates that carbon taxation actually provides an opportunity to finance ambitious policies to fight fuel poverty

service for equity arrangements untangling motives and conflicts abstract many professional service organizations have adopted a little understood contractual form service for equity based on in depth case studies of 12 major professional service providers with a combined experience of 179 equity for service deals this paper documents 18 intended and unintended consequences emanating from and expanding beyond agency theory of adopting such a contractual form six propositions are developed which speculate how these consequences categorized under client development service operations financial management and organizational behaviour affect long run performance assuming these propositions cannot be rejected through empirical analysis the paper also provides managerial guidance for effective implementation of equity for service arrangements

salesforce compensation theory and managerial implications this paper discusses recent advances in the study of salesforce motivation and compensation special emphasis is given to quantitative approaches from the economics finance and marketing literatures the paper summarizes the findings in this analytical work in the context of some examples of compensation practice in order to illustrate the usefulness of the paradigm for the evaluation and setting of compensation systems we consider some major issues in setting compensation such as the firm s own objective the salesperson s objective and the nature of the sales response function variations in these factors imply significant variation in optimal compensation policy where optimal takes into account the components in the plan the parameter levels of the components and whether or not a menu of such plans should be made available to the salesforce by highlighting the results in the literature in light of some relevant compensation examples we show the applicability of theory to the practical concerns of salesforce management we close with a summary of these insights and directions for future research in the area

comparing specific and ad valorem pigouvian taxes and output quotas when the production or use of a good creates an external cost an unregulated market produces a socially inefficient quantity of output one remedy for this inefficiency is to impose a pigouvian tax equal to the marginal external damage associated with the good in many circumstances privately optimizing agents facing a pigouvian tax make decisions that are consistent with the maximization of social welfare

regulating a monopolist with unknown costs we consider the problem of how to regulate a monopolistic firm whose costs are unknown to the regulator the regulator s objective is to maximize a linear social welfare function of the consumers surplus and the firm s profit in the optimal regulatory policy prices and subsidies are designed as functions of the firm s cost report so that expected social welfare is maximized subject to the constraints that the firm has nonnegative profit and has no incentive to misrepresent its costs we explicitly derive the optimal policy and analyze its properties in their classic papers dupuit 2 and hotelling 5 considered pricing policies for a bridge that had a fixed cost of construction and zero marginal cost they demonstrated that the pricing policy that maximizes consumer well being is to set price equal to marginal cost and to provide a subsidy to the supplier equal to the fixed cost so that a firm would be willing to provide the bridge this first best solution is based on a number of informational assumptions first the demand function is assumed to be known to both the regulator and to the firm while the assumption of complete information may be too strong the assumption that information about demand is as available to the regulator as it is to the firm does not seem unnatural a second informational assumption is that the regulator has complete information about the cost of the firm or at least has the same information about cost as does the firm this assumption is unlikely to be met in reality since the firm would be expected to have better information about costs than would the regulator as weitzman has stated an essential feature of the regulatory environment i am trying to describe is uncertainty about the exact specification of each firm s cost function in most cases even the managers and engineers most closely associated with production will be unable to precisely specify beforehand the cheapest way to generate various hypothetical output levels because they are yet removed from the production process the regulators are likely to be vaguer still about a firm s cost function 12 p 684 as this observation suggests it is natural to expect that a firm would have better information regarding its costs than would a regulator the purpose of this paper is to develop an optimal regulatory policy for the case in which the regulator does not know the costs of the firm one strategy that a regulator could use in the absence of full information about costs is to give the firm the title to the total social surplus and to delegate the pricing decision to the firm in pursuing its own interests which would then be to maximize the total social surplus the firm would adopt the same marginal cost pricing strategy that the regulator would have imposed if the regulator had

compensation plans for single and multi product salesforces an application of the holmstrom milgrom model the agency theory approach to understanding salesforce compensation plans is modified to incorporate the intratemporal nature of the salesperson s effort rate decision i e the decision about the effort rate at any given point in time potentially depends upon the sales performance up to that point in time in the accounting period under the assumptions considered in this paper holmstrom and milgrom 1987 have shown that the optimal compensation plan is linear in total sales over the accounting period the comparative statics results obtained here corroborate most of the corresponding results in the salesforce compensation literature moreover we derive many additional results not available in the literature it is demonstrated that the commission income as a fraction of total compensation goes up with an increase in the effectiveness of the sales effort or an increase in base sales on the other hand the salary component of the total compensation goes up with increases in uncertainty absolute risk