Showing 1 - 7 of 7
We investigate how to strategically motivate sales agents in intermediary markets. In collaboration with a large travel company, we run a field experiment with more than 1, 200 independently owned intermediaries that sell our study firm's own products as well as products from competitors to end...
Persistent link: https://www.econbiz.de/10014525233
We examine the benefits of objective performance measurement in a field experiment conducted in a retail bank. At the outset objective performance measures of pro fits in each branch were only available on the branch level and managers allocated bonuses to their employees based on subjective...
Persistent link: https://www.econbiz.de/10010338944
The core role of managerial accounting is to provide information to facilitate managers' decisions and influence their behavior through incentives. We study the impact of these two roles of information on profits by implementing a field experiment in a large retail chain. In a 2 × 2 factorial...
Persistent link: https://www.econbiz.de/10013238644
A central question in designing optimal policies concerns the assignment of individuals with different observable characteristics to different treatments. We study this question in the context of increasing workers' performance by using targeted incentives based on measurable worker...
Persistent link: https://www.econbiz.de/10013292419
The core role of managerial accounting is to provide information to facilitate managers' decisions and influence their behavior through incentives. We study the impact of these two roles of information on profits by implementing a field experiment in a large retail chain. In a 2 × 2 factorial...
Persistent link: https://www.econbiz.de/10012487017
We study the profit effects and interplay of two core accounting practices in a field experiment in a large retail chain. In a 2 × 2 factorial design, we vary (i) whether store managers obtain decision-facilitating information on a profit metric and (ii) whether they receive performance pay...
Persistent link: https://www.econbiz.de/10014254203
We investigate how to strategically motivate sales agents in intermediary markets. In collaboration with a large travel company, we run a field experiment with more than 1, 200 independently owned intermediaries that sell our study firm's own products as well as products from competitors to end...
Persistent link: https://www.econbiz.de/10014520866