Strategic managerial incentives in a two-period Cournot duopoly

This paper examines the nature of optimal managerial incentives in the context of a duopoly marked by competition between the firm's managers in a dynamic production environment. If the marginal cost of production falls moderately over time or remains unchanged, there exists an equilibrium where one owner requires her manager to maximize profit, whereas the rival-owner requires her manager to maximize sales revenue. The profit-maximizing manager turns his firm into a Stackelberg-leader, while the sales-revenue-maximizing manager turns his firm into a Stackelberg-follower. Further, the profit-maximizing manager may generate a larger firm profit relative to the sales-revenue-maximizing manager. (c) 2006 Elsevier Inc. All rights reserved.