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Tournament Incentives in The Field: Gender Differences in The Workplace

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Author Info
Josse Delfgaauw () (Erasmus University Rotterdam)
Robert Dur () (Erasmus Universiteit Rotterdam)
Joeri Sol () (Erasmus University Rotterdam)
Willem Verbeke () (Erasmus University Rotterdam)

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Abstract

We 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 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. Lastly, despite the substantial variation in team size, we find no evidence for free-riding.

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Publisher Info
Paper provided by Tinbergen Institute in its series Tinbergen Institute Discussion Papers with number 09-069/1.

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Date of creation: 04 Aug 2009
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Handle: RePEc:dgr:uvatin:20090069

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Web page: http://www.tinbergen.nl/

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Related research
Keywords: field experiment; gender differences; competition; sales contests; awards;

Other versions of this item:

Find related papers by JEL classification:
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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This page was last updated on 2009-11-26.

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