Using personnel and transaction data obtained from two auto dealerships located in a large city in Canada, we examine whether same or different ethnic matches between salespersons and customers affect the prices and quantities of transactions. First, compared with White-White matches, we find...

Using microdata derived from the same questionnaire surveys conducted in 1992 and 2007, this paper examines changes in the economic effects of labor unions and attitudes toward unionization among nonunion workers in Japan. The main findings are as follows. First, while no union wage effects were...

This paper examines the incentive effect of a discontinuous and nonlinear compensation scheme, using the transaction data provided by two North American auto dealerships. Under the nonlinear scheme, a salesperson's expected daily commission revenue critically depends on his position in the pay...

This paper examines incentives and gaming behavior in a sales workforce using personnel records from one of Japan's largest auto sales chains. The company replaced a simple, linear compensation system in 2000 with nonlinear pay scheme kinked around a draw line. Econometric analysis indicates the...

The United States' labor force is rapidly becoming a nonunion labor force. Outside of the United States, many other OECD countries have also experienced declines in union density. During the 1970's and 1980's, the country that experienced the most dramatic union decline after the United States...

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,...