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Tournament Incentives in the Field: Gender Differences in the Workplace

Listed author(s):
  • Josse Delfgaauw
  • Robert Dur
  • Joeri Sol
  • Willem Verbeke

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 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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File URL: http://dx.doi.org/10.1086/667996
Download Restriction: Access to the online full text or PDF requires a subscription.

File URL: http://dx.doi.org/10.1086/667996
Download Restriction: Access to the online full text or PDF requires a subscription.

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Article 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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Handle: RePEc:ucp:jlabec:doi:10.1086/667996
Contact details of provider: Web page: http://www.journals.uchicago.edu/JOLE/

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