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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
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Working Remotely and the Supply-side Impact of Covid-19
Papanikolaou, Dimitris - 2020
We analyze the supply-side disruptions associated with Covid-19 across firms and workers. To do so, we exploit differences in the ability of workers across industries to work remotely using data from the American Time Use Survey (ATUS). We find that sectors in which a higher fraction of the...
Persistent link: https://www.econbiz.de/10012481524
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Family Descent as a Signal of Managerial Quality : Evidence from Mutual Funds
Chuprinin, Oleg - 2016
We study the relation between mutual fund managers' family backgrounds and their professional performance. Using hand-collected data from individual Census records on the wealth and income of managers' parents, we find that managers from poor families deliver higher alphas than managers from...
Persistent link: https://www.econbiz.de/10012456162
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Business Strategy and the Management of Firms
Yang, Mu-Jeung - 2015
Business strategy can be defined as a firm's plan to generate economic profits based on lower cost, better quality, or new products. The analysis of business strategy is thus at the intersection of market competition and a firm's efforts to secure persistently superior performance via...
Persistent link: https://www.econbiz.de/10012457820
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The Persistence of Miscalibration
Boutros, Michael - 2020
Using 14,800 forecasts of one-year S&P 500 returns made by Chief Financial Officers over a 12-year period, we track the individual executives who provide multiple forecasts to study how their beliefs evolve dynamically. While CFOs' return forecasts are systematically unbiased, their confidence...
Persistent link: https://www.econbiz.de/10012482230
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Managerial Overconfidence and Corporate Policies
Ben-David, Itzhak - 2007
Miscalibration is a standard measure of overconfidence in both psychology and economics. Although it is often used in lab experiments, there is scarcity of evidence about its effects in practice. We test whether top corporate executives are miscalibrated, and whether their miscalibration impacts...
Persistent link: https://www.econbiz.de/10012464935
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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
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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
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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
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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