Similar Search Results

Kinks as Goals : Accelerating Commissions and the Performance of Sales Teams

Kuhn, Peter Joseph; Yu, Lizi - National Bureau of Economic Research - 2021

We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a...

Persistent link: https://www.econbiz.de/10012482702

Persuasion and empathy in salesperson-customer interactions

Rotemberg, Julio J. - 2010

In a search model, prospects encounter salespeople who can try to persuade them. Persuasive messages can increase the … utility of buying or increase the cost of not buying. The latter reduces welfare. Equilibria where only some salespeople make … a persuasive effort often exist. Salespeople vary in their empathy, and choose their jobs accordingly. When all …

Persistent link: https://www.econbiz.de/10012462677

Selling Price and Selling Time : The Impact of Seller Motivation

Glower, Michel - 1995

This study considers the role that seller motivation plays in determining sales price and selling time. We find that sale prices are directly related to the estimated value of the property and to the amount of over-pricing, which is directly related to the seller's level of motivation. Further,...

Persistent link: https://www.econbiz.de/10012473818

The Impatient Salesperson and the Delegation of Pricing Authority

Lazear, Edward P. - 2014

Sales agents are impatient relative to owners. If a good fails to sell, the owner still retains possession of that good and can enjoy its services, whereas the agent receives nothing. As a consequence, sales agents prefer a lower price than does an owner. Owners are therefore reluctant to...

Persistent link: https://www.econbiz.de/10012458136

The Role of Sales Agents in Information Disclosure : Evidence from a Field Experiment

Allcott, Hunt - 2014

With a large nationwide retailer, we run a natural field experiment to measure the effects of energy use information disclosure, customer rebates, and sales agent incentives on demand for energy efficient durable goods. While a combination of large rebates plus sales incentives substantially...

Persistent link: https://www.econbiz.de/10012458616

Technology and the Task Content of Jobs across the Development Spectrum

Caunedo, Julieta - National Bureau of Economic Research - 2021

Technology is the driver of labor allocation across sectors and occupations. Is the impact of technological change on developing countries similar to its impact on developed countries? Will developing countries follow the same development path that developed economies have taken? Our approach...

Persistent link: https://www.econbiz.de/10012510559

Surviving the Fintech Disruption

Jiang, Wei; Tang, Yuehua; Xiao, Jiqiu; Yao, Wenxiong - National Bureau of Economic Research - 2021

This paper studies how demand for labor reacts to financial technology (fintech) shocks based on comprehensive databases of fintech patents and firm job postings in the U.S. during the past decade. We first develop a measure of fintech exposure at the occupation level by intersecting the textual...

Persistent link: https://www.econbiz.de/10012510601

Gender Preferences in Job Vacancies and Workplace Gender Diversity

Card, David E.; Colella, Fabrizio; Lalive, Rafael - National Bureau of Economic Research - 2021

In spring 2005, Austria launched a campaign to inform employers and newspapers that gender preferences in job advertisements were illegal. At the time over 40% of openings on the nation's largest job-board specified a preferred gender. Over the next year the fraction fell to under 5%. We merge...

Persistent link: https://www.econbiz.de/10012660028

The Demand for Executive Skills

Hansen, Stephen; Ramdas, Tejas; Sadun, Raffaella; … - National Bureau of Economic Research - 2021

We use a unique corpus of job descriptions for C-suite positions to document skills requirements in top managerial occupations across a large sample of firms. A novel algorithm maps the text of each executive search into six separate skill clusters reflecting cognitive, interpersonal, and...

Persistent link: https://www.econbiz.de/10012585443

Task-Based Discrimination

Hurst, Erik; Rubinstein, Yona; Shimizu, Kazuatsu - National Bureau of Economic Research - 2021

Why did the Black-White wage gap converge from 1960 to 1980 and why has it stagnated since? To answer this question, we introduce a unified model that integrates notions of both taste-based and statistical discrimination into a task-based model of occupational sorting. At the heart of our...

Persistent link: https://www.econbiz.de/10012599312