Tournament Incentives in the Field: Gender Differences in the Workplace

Authors
  • J. Delfgaauw
  • R. Dur
  • J. Sol
  • W. Verbeke
Publication date 2013
Journal Journal of labor economics
Volume | Issue number 31 | 2
Pages (from-to) 305-326
Organisations
  • Faculty of Economics and Business (FEB) - Amsterdam School of Economics Research Institute (ASE-RI)
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 sufficiently 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.
Document type Article
Language English
Published at
https://doi.org/10.1086/667996 (Final published version)
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