Despite the importance of managerial characteristics in determining CEO incentives, empirical research on this topic is scarce. Using a sample of U.S. companies from 1992 to 2011, I show that the CEOs’ cultural origins are economically important determinants of incentive contracts. Cultural origins can explain 5% of the observed variation in pay-performance-sensitivity, compared to 1% explained...

Inspired by facts from the private-sector construction industry, we develop a model that explains many stylized facts of procurement contracts. The buyer in our model incurs a cost of providing a comprehensive design and is faced with a tradeoff between providing incentives and reducing ex post transaction costs due to costly renegotiation. We show that cost-plus contracts are preferred to fixe...

We discuss how owners can use incentive contracts to guide a manager in a duopoly. We show how owners can use the terms of the contract as a strategic lever and that asymmetric information increases the advantage to the firm with the lower marginal cost. The need for a contract depends on the source of asymmetric information and, using this insight, we show why it is important to distinguish th...

January 2002 (First version: November 1998) Many strategic interactions in the real world take place among delegates empowered to act on behalf of others. Although there may be a multitude of reasons why delegation arises in reality, one intriguing possibility is that it yields a strategic advantage to the delegating party. In the case where only one party has the option to delegate, we analyze...

This paper extends Levin’s (2003) relational contract model by having not only the agent’s cost of effort (agent’s type), but also the value of that effort to the principal (principal’s type) subject to i.i.d. shocks. When optimal effort is fully pooled across agent types for multiple principal types, it is also pooled across those principal types. When optimal effort separates some agent types...

Optimal Incentive Contracts under Inequity Aversion We analyze the Moral Hazard problem, assuming that agents are inequity averse. Our results differ from conventional contract theory and are more in line with empirical findings than standard results. We find: First, inequity aversion alters the structure of optimal contracts. Second, there is a strong tendency towards linear sharing rules. Thi...

Dynamic Contracts and Learning by Doing This paper studies the design of optimal contracts in dynamic environments where agents learn by doing. We derive a condition under which contracts are fully incentive compatible. A closed-form solution is obtained when agents have CARA utility. It shows that human capital accumulation strengthens the power of incentives and allows the principal to provid...

Hatfield and Milgrom (2005) present a unified model of matching with contracts, which includes the standard two-sided matching and some package auction models as special cases. They show that the doctor-optimal stable mechanism is strategy-proof for doctors if hospitals’ preferences satisfy substitutes and the law of aggregate demand. We show that the doctor-optimal stable mechanism is group st...

I this paper we propose an incentive payment contract for stochastic projects defined by a series of stages or tasks that are outsourced to independent subcontractors. Projects defined by sequentially completed independent stages are common in new product development and other high-risk projects. Our goal is to maximize the client’s expected discounted profit. Our proposed contract reflects the...

In this thesis, we study important facets of two problems in methodological and applied operations research. In the first part of the thesis, motivated by optimization problems that arise in the context of Internet advertising, we explore the performance of the greedy algorithm in solving submodular set function maximization problems over various constraint structures. Most classic results abou...