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Title:Tournament incentives in the field: gender differences in the workplace PDF Logo
Authors:Delfgaauw, Josse
Dur, Robert
Sol, Joeri
Verbeke, Willem
Issue Date:2009
Series/Report no.:IZA Discussion Papers 4395
Abstract: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 growth, but only in stores where the store's manager and a large fraction of the employees have the same gender. Remarkably, results are alike for sales competitions with and without monetary rewards, suggesting a high symbolic value of winning a tournament. Lastly, despite the substantial variation in team size, we find no evidence for free-riding.
Subjects:Field experiment
gender differences
competition
sales contests
awards
JEL:C93
J16
M52
Persistent Identifier of the first edition:urn:nbn:de:101:1-20091009969
Document Type:Working Paper
Appears in Collections:IZA Discussion Papers, Forschungsinstitut zur Zukunft der Arbeit (IZA)

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