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Based on Grossman and Hart (1983). A salesperson for Fuller Brush has three options: (1) quit, (2) put forth a low level of effort, or (3) put forth a high level of effort. Suppose for simplicity that each salesperson will sell $0, $5000, or $50,000 worth of brushes. The probability of each sales amount depends on the effort level as described in the file P07_71.xlsx. If a salesperson is paid w dollars, he or she regards this as a “benefit” of w1/2 units. In addition, low effort costs the salesperson 0 benefit units, whereas high effort costs 50 benefit units. If a salesperson were to quit Fuller and work elsewhere, he or she could earn a benefit of 20 units. Fuller wants all salespeople to put forth a high level of effort. The question is how to minimize the cost of encouraging them to do so. The company cannot observe the level of effort put forth by a salesperson, but it can observe the size of his or her sales. Thus, the wage paid to the salesperson is completely determined by the size of the sale. This means that Fuller must determine w0, the wage paid for sales of $0; w5000, the wage paid for sales of $5000; and w50,000, the wage paid for sales of $50,000. These wages must be set so that the salespeople value the expected benefit from high effort more than quitting and more than low effort. Determine how to minimize the expected cost of ensuring that all salespeople put forth high effort. (This problem is an example of agency theory.)

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Chapter 7 Solutions
Practical Management Science
- Refrigerated/Freezer- Dietary Mangement (Nursing Home) Describe the refrigerated/freezer storage area and procedures. Are any of the refrigerated/ frozen areas locked? Who has access? What kind of shelving is used? Are there any products stored on the floor? Are the items dated as received? How is the stock rotated to ensure that the oldest items are used first? Are temperature and humidity monitored? If yes, how? Has mold ever been a problem? Are there any regular procedures in place to control it? How often are the refrigerated/freezer storage areas cleaned?arrow_forwardRECEIVING AND STORAGE ASSIGNMENTS- Dietary Mangement (Nursing Home) ASSIGNMENT: Diagram the receiving and storage areas. Use arrows to show the flow of goods as they are received and moved to storage. ASSIGNMENT: In order to accurately understand this area, the intern should work in the receiving area to complete the following assignments and answer the following questions: Inspect the delivery and check it against the purchase Inspect the delivery against the invoice Accept order only if all quantities and quality specifications are met Check perishable items first Check temperatures of refrigerated and frozen items on arrival Look for evidence of thawing or freezer burn Randomly open cases to check contents Complete receiving records Transfer goods to appropriate storage Who checks the packing slip against the invoice? Does the facility ever use “blind” receiving where the receiving clerk checks the order against an invoice where the amounts have been blanked out and the clerk…arrow_forwardPurchasing, Receiving, Storage, and Inventory Instructions- Dietary management in a nursing home in ABQ NM What workers are involved in the purchasing, receiving, storage and inventory process. Complete the table below: Position Description of their job duties Date/ What did they do? Answer the questions below: PURCHASING: 1. Is there a centralized purchasing department for the facility? If yes, observe someone in that department for a half day if possible, if no write N/A 2. What kinds of items are required to go out for formal bid? 3. What about capital purchases? What is the dollar amount at which an item must go on the capital rather than the operating budget? 4. Does the facility participate with a group to cooperatively purchase items? 5. Is there a Prime Vendor? If yes, how often is the contract renegotiated? 6. Is informal or open-market buying used for any items? Which ones? 7. Who orders…arrow_forward
- Critical Incident Report- Dietary Mangement Critical incidences involve critical thinking and problem solving techniques. This exercise is the opportunity to analyze and decide on the appropriateness of the action and to determine better ways to solve problems, approach employees and get the job done. This exercise should help in doing it better the next time. As you observe or become more involved in the situations that require problem solving or critical thinking use this exercise to identify the what, who, and when and determine how the actions taken or not taken affected the outcome. You must write up two or more experiences. The summary is to include two parts: 1. Objective data of what occurred and how it occurred: 2. Analysis of what happened and what we could or would have done to make the outcome better.arrow_forwardPrepare a graph of the monthly forecasts and average forecast demand for Chicago Paint Corp., a manufacturer of specialized paint for artists. Compute the demand per day for each month (round your responses to one decimal place). Month B Production Days Demand Forecast Demand per Day January 21 950 February 19 1,150 March 21 1,150 April 20 1,250 May 23 1,200 June 22 1,000' July 20 1,350 August 21 1,250 September 21 1,050 October 21 1,050 November 21 December 225 950 19 850arrow_forwardThe president of Hill Enterprises, Terri Hill, projects the firm's aggregate demand requirements over the next 8 months as follows: 2,300 January 1,500 May February 1,700 June 2,100 March April 1,700 1,700 July August 1,900 1,500 Her operations manager is considering a new plan, which begins in January with 200 units of inventory on hand. Stockout cost of lost sales is $125 per unit. Inventory holding cost is $25 per unit per month. Ignore any idle-time costs. The plan is called plan C. Plan C: Keep a stable workforce by maintaining a constant production rate equal to the average gross requirements excluding initial inventory and allow varying inventory levels. Conduct your analysis for January through August. The average monthly demand requirement = units. (Enter your response as a whole number.) In order to arrive at the costs, first compute the ending inventory and stockout units for each month by filling in the table below (enter your responses as whole numbers). Ending E Period…arrow_forward
- Practical Management ScienceOperations ManagementISBN:9781337406659Author:WINSTON, Wayne L.Publisher:Cengage,
