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Tournament Winner Proportion and its Effect on Effort: An Investigation of the Underlying Psychological Mechanisms

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  • Thorsten Knauer
  • Friedrich Sommer
  • Arnt Wöhrmann

Abstract

This study investigates the effects of the psychological mechanisms activated by different proportions of tournament winners on effort. Using a real-effort experiment that allows the evolution of social comparison, which is central to our theory, we show that firms can increase employee effort (and performance) by increasing the proportion of winners. Based on a causal model, we generate evidence for our theory that this effect is driven by relative performance concerns and bonus concerns, both of which depend on the proportion of tournament winners. In addition, we find that, over time, the change in effort is more negative the lower the proportion of winners. This effect is driven by the different behaviors of winners and losers in a previous tournament.

Suggested Citation

  • Thorsten Knauer & Friedrich Sommer & Arnt Wöhrmann, 2017. "Tournament Winner Proportion and its Effect on Effort: An Investigation of the Underlying Psychological Mechanisms," European Accounting Review, Taylor & Francis Journals, vol. 26(4), pages 681-702, October.
    • Handle: RePEc:taf:euract:v:26:y:2017:i:4:p:681-702
    DOI: 10.1080/09638180.2016.1175957
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    Cited by:

    1. Lisa-Marie Wibbeke & Maik Lachmann, 2020. "Psychology in management accounting and control research: an overview of the recent literature," Journal of Management Control: Zeitschrift für Planung und Unternehmenssteuerung, Springer, vol. 31(3), pages 275-328, September.
    2. Philipp Schreck, 2020. "Volume or value? How relative performance information affects task strategy and performance," Journal of Business Economics, Springer, vol. 90(5), pages 733-755, June.
    3. Loberg, Linda & Nüesch, Stephan & Foege, Johann Nils, 2021. "Forced distribution rating systems and team collaboration," Journal of Economic Behavior & Organization, Elsevier, vol. 188(C), pages 18-35.

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