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Motivating from the heights: a field experiment on top managers visiting the front-line

Author

Listed:
  • Pablo Casas-Arce

    (WP Carey School of Business Arizona State University)

  • F. Asís Martínez-Jerez

    (Cornell University)

  • Joseph Moran

    (University of Pennsylvania)

Abstract

We analyze the motivational effects of managing by walking around (MBWA), a management style that emphasizes managers’ visits to the rank and file of the company. We do so by conducting a field experiment in the retail division of a Latin American bank. We find that branches significantly increase sales productivity following the management visit, an effect that begins prior to the top manager’s visit and persists for at least a month afterward. We also find a higher impact of the visit on high-performing branches. Our results indicate that motivation is a significant channel through which MBWA improves employee performance.

Suggested Citation

  • Pablo Casas-Arce & F. Asís Martínez-Jerez & Joseph Moran, 2025. "Motivating from the heights: a field experiment on top managers visiting the front-line," Review of Accounting Studies, Springer, vol. 30(2), pages 1099-1135, June.
    • Handle: RePEc:spr:reaccs:v:30:y:2025:i:2:d:10.1007_s11142-024-09847-3
    DOI: 10.1007/s11142-024-09847-3
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    More about this item

    Keywords

    Leadership; Culture; MBWA; Management by walking around; Teams; Incentives;
    All these keywords.

    JEL classification:

    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights
    • J53 - Labor and Demographic Economics - - Labor-Management Relations, Trade Unions, and Collective Bargaining - - - Labor-Management Relations; Industrial Jurisprudence
    • M50 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - General

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