This paper analyzes the economic consequences of performance-oriented human resource (HR) system reform at Auto Japan (pseudonym), one of the largest Japanese auto sales firms, using personnel and employee output data. The author overviews the three major components of the HR reform: base wages,...

Using personnel and transaction data obtained from two Canadian auto dealerships, we examine whether ethnic matches between salespersons and customers affectsales prices and the number of units sold by individual salespersons. Regarding prices, we detect neither premium price setting nor...

Using the personnel and transaction data from a large auto dealership in Japan, this paper discusses the value, incentives, assignments, determinants of performance, and learning of managers. We find that: (1) moving one standard deviation up the distribution of manager fixed effects raises a...

Subjective performance evaluation serves as a double-edged sword. While it can mitigate multitasking agency problems, it also opens the door to evaluators' biases, resulting in lower job satisfaction and a higher rate of worker quits. Using the personnel records of individual sales...