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Tournament Incentives in the Field: Gender Differences in the Workplace

  • Delfgaauw, Josse

    ()

    (Erasmus University Rotterdam)

  • Dur, Robert

    ()

    (Erasmus University Rotterdam)

  • Sol, Joeri

    ()

    (University of Amsterdam)

  • Verbeke, Willem

    ()

    (Erasmus University Rotterdam)

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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Paper provided by Institute for the Study of Labor (IZA) in its series IZA Discussion Papers with number 4395.

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Length: 31 pages
Date of creation: Sep 2009
Date of revision:
Handle: RePEc:iza:izadps:dp4395
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