Stackelberg equilibria in managerial delegation games

Managerial compensation packages do not only influence managers’ behavior, but also have an impact on competing firms. In a managerial delegation game investigating the latter aspect, it is shown that the inherent prisoner’s dilemma situation can be resolved (without changing the normally studied setup or timing). In the first stage, owners choose an incentive function for their managers, in the second stage they choose the weights assigned to that function besides profits and in the third stage managers play a Cournot game. Solving this continuous optimization problem with the implicit function theorem shows that choosing an incentive from the set of ‘multiplicative incentives’, i.e. any generalized affine transformation of the product of both firms’ quantities, which includes e.g. relative profit, ensures that the Stackelberg outcome is among the set of equilibrium outcomes. Furthermore, it is the unique outcome if the rival owner opts for one of the well‐known incentives like sales, revenue or market share. The general approach used allows demonstrating that with no other linear incentive a Stackelberg outcome results and that incentives like profit‐to‐cost ratio should be avoided. Selecting a multiplicative incentive is a dominant strategy of the game.