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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

Diversity and Team Performance in a Kenyan Organization

Marx, Benjamin M.; Pons, Vincent; Suri, Tavneet - National Bureau of Economic Research - 2021

We present the results from a field experiment on team diversity. Individuals working as door-to-door canvassers for a … teammates and their supervisor) and external diversity (between teams and the individuals they canvassed). We observe team …

Persistent link: https://www.econbiz.de/10012510534

Team Incentives and Lower Ability Workers : An Experimental Study on Real-Effort Tasks

Freeman, Richard B.; Pan, Xiaofei; Yang, Xiaolan; Ye, … - National Bureau of Economic Research - 2022

Team incentives are important in many compensation systems that pay workers according to the output of their team as … well as to their own output, with team bonuses often depending on whether the team meets or exceeds specified thresholds …. Yet little is known about how team members with different abilities respond to compensation rules and thresholds. We …

Persistent link: https://www.econbiz.de/10013388782

Platform as a Rule Maker : Evidence from Airbnb's Cancellation Policies

Jia, Jian; Jin, Ginger Zhe; Wagman, Liad - National Bureau of Economic Research - 2021

Digital platforms are not only match-making intermediaries but also establish internal rules that govern all users in their ecosystems. To better understand the governing role of platforms, we study two Airbnb pro-guest rules that pertain to guest and host cancellations, using data on Airbnb and...

Persistent link: https://www.econbiz.de/10012585362

Peer Information and Risk-taking under Competitive and Non-competitive Pay Schemes

Brookins, Philip - 2016

Incentive schemes that reward participants based on their relative performance are often thought to be particularly risk-inducing. Using a novel, real-effort task experiment in the laboratory, we find that the relationship between incentives and risk-taking is more nuanced and depends critically...

Persistent link: https://www.econbiz.de/10012456191

The Causes of Peer Effects in Production : Evidence from a Series of Field Experiments

Horton, John J. - 2016

Workers respond to the output choices of their peers. What explains this well documented phenomenon of peer effects? Do workers value equity, fear punishment from equity-minded peers, or does output from peers teach them about employers' expectations? We test these alternative explanations in a...

Persistent link: https://www.econbiz.de/10012456291

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

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