Tournament Incentives in the Field: Gender Differences in the Workplace
AbstractWe ran a field experiment in a Dutch retail chain consisting of 128 stores. In a random sample of these stores, we introduced short-term sales competitions among subsets of stores. We find that sales competitions have a large effect on sales growth, but only in stores where the store’s manager and a sufficiently large fraction of the employees have the same gender. Remarkably, results are alike for sales competitions with and without monetary rewards, suggesting a high symbolic value of winning a tournament.
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Bibliographic InfoArticle provided by University of Chicago Press in its journal Journal of Labor Economics.
Volume (Year): 31 (2013)
Issue (Month): 2 ()
Pages: 305 - 326
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Web page: http://www.journals.uchicago.edu/JOLE/
Other versions of this item:
- Josse Delfgaauw & Robert Dur & Joeri Sol & Willem Verbeke, 2009. "Tournament Incentives in the Field: Gender Differences in the Workplace," Tinbergen Institute Discussion Papers 09-069/1, Tinbergen Institute, revised 20 Apr 2012.
- Delfgaauw, Josse & Dur, Robert & Sol, Joeri & Verbeke, Willem, 2009. "Tournament Incentives in the Field: Gender Differences in the Workplace," IZA Discussion Papers 4395, Institute for the Study of Labor (IZA).
- C93 - Mathematical and Quantitative Methods - - Design of Experiments - - - Field Experiments
- J16 - Labor and Demographic Economics - - Demographic Economics - - - Economics of Gender; Non-labor Discrimination
- M52 - Business Administration and Business Economics; Marketing; Accounting - - Personnel Economics - - - Compensation and Compensation Methods and Their Effects
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