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The Effect of Contracting Incentives on Productivity and Compensation of Insurance Salespersons *

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Figure

Figure 1. Fixed Salary vs. Output-Based Compensation   -K  B A  Output, Y O S Y* Y0 Fixed Salary cY - K  (Pure Commission)Compensation
Table 1. Summary Statistics
Table 4. Multivariate Volatility Test
Table 6. Blinder-Oaxaca Decomposition of Sales Production

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