Faculty & Research

Oeystein Daljord

Assistant Professor of Marketing

Phone :
1-773-834-2146
Address :
5807 South Woodlawn Avenue
Chicago, IL 60637

Øystein Daljord studies quantitative marketing. His research is on empirical dynamic pricing and distribution channels. His research has appeared in the Journal of Marketing Research.

Daljord worked as a senior advisor at the Norwegian Competition Authority (NCA) providing economic analysis and litigation support.

Daljord earned a Ph.D. in marketing from Stanford Graduate School of Business and an MSc in economics from the London School of Economics. From the University of Oslo, he holds a Cand. Mag, Interdisciplinary degree from the Department of Economics, Department of History and Philosophy and Department of Mathematics.

 

2017 - 2018 Course Schedule

Number Name Quarter
37205 Going to Market: Managing Channel Strategy 2018 (Winter)
37601 Marketing Workshop 2018 (Winter)

New: Homogenous Contracts for Heterogeneous Agents: Aligning Salesforce Composition and Compensation
Date Posted: Feb  23, 2014
Observed contracts in the real-world are often very simple, partly reflecting the constraints faced by contracting firms in making the contracts more complex. We focus on one such rigidity, the constraints faced by firms in fine-tuning contracts to the full distribution of heterogeneity of its employees. We explore the implication of these restrictions for the provision of incentives within the firm. Our application is to salesforce compensation, in which a firm maintains a salesforce to market its products. Consistent with ubiquitous real-world business practice, we assume the firm is restricted to fully or partially set uniform commissions across its agent pool. We show this implies an interaction between the composition of agent types in the contract and the compensation policy used to motivate them, leading to a “contractual externality” in the firm and generating gains to sorting. This paper explains how this contractual externality arises, discusses a practical approach to ...