Universität zu Köln

Manthei, Kathrin ORCID: 0000-0002-9170-0322, Sliwka, Dirk ORCID: 0000-0002-8026-0165 and Vogelsang, Timo ORCID: 0000-0003-2140-5544 (2021). Performance Pay and Prior Learning-Evidence from a Retail Chain. Manage. Sci., 67 (11). S. 6998 - 7024. CATONSVILLE: INFORMS. ISSN 1526-5501

Full text not available from this repository.

Abstract

We report the results of two field experiments in a retail chain and show that the effectiveness of performance pay crucially hinges on prior job experience. Introducing sales-based performance pay first for district managers and later for store managers, we find negligible average treatment effects. From surveys and interviews, we develop a formal model demonstrating that the effect of performance pay decreases with experience and may even vanish in the limit. We provide empirical evidence in line with this hypothesis-for instance, finding positive treatment effects (only) in stores with low job experience.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Manthei, Kathrin UNSPECIFIED orcid.org/0000-0002-9170-0322 UNSPECIFIED Sliwka, Dirk UNSPECIFIED orcid.org/0000-0002-8026-0165 UNSPECIFIED Vogelsang, Timo UNSPECIFIED orcid.org/0000-0003-2140-5544 UNSPECIFIED
URN:	urn:nbn:de:hbz:38-577224
DOI:	10.1287/mnsc.2020.3825
Journal or Publication Title:	Manage. Sci.
Volume:	67
Number:	11
Page Range:	S. 6998 - 7024
Date:	2021
Publisher:	INFORMS
Place of Publication:	CATONSVILLE
ISSN:	1526-5501
Language:	English
Faculty:	Faculty of Management, Economy and Social Sciences
Divisions:	Center of Excellence C-SEB Faculty of Management, Economics and Social Sciences > Business Administration > Corporate Development > Professorship for Business Administration and Human Resources Management
Subjects:	Economics
Uncontrolled Keywords:	Keywords Language HUMAN-RESOURCE MANAGEMENT; INCENTIVE CONTRACTS; FIELD EXPERIMENTS; COMPENSATION; PROVISION Multiple languages Management; Operations Research & Management Science Multiple languages
Refereed:	Yes
URI:	http://kups.ub.uni-koeln.de/id/eprint/57722