Delfgaauw, Josse; Dur, Robert A. J.; Sol, Joeri; … - 2012
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 …, results are alike for sales competitions with and without monetary rewards, suggesting a high symbolic value of winning a …