Universität zu Köln

Vogt, Thomas ORCID: 0000-0002-3288-9030 (2023). The Role of Incentive Design in Firms - Shaping Employee and Customer Behavior With Non-Monetary and Monetary Incentives. PhD thesis, Universität zu Köln.

PDF Dissertation_Thomas_Vogt.pdf Download (18MB)

Abstract

This dissertation aims at improving the understanding how firms can design non-monetary and monetary incentives to affect behavior of employees and customers. In three research projects, we investigate how the incentive design of firms affect employee performance in short-term and long-term employer-employee relations (Chapters 2 and 3) as well as customer buying behavior (Chapter 4). In all three research projects, we designed and ran experiments to identify the causal effect of different incentive mechanisms on human behavior. Our research shows that firms can influence employee and customer behavior with their incentive design choice. We find that both the actual provision and the perception of non-monetary and monetary incentives can stimulate individual behavior that benefits the outcomes of firms. The (perceived) combination of both incentive types also induces behavior that increases the output of firms in our settings. Moreover, we observe that individuals react heterogeneously to either incentive type and the combination of both. We also see that the performance effect of incentive schemes depends on whether or not individuals are repeatedly exposed to them and can react dynamically. As a result, when designing incentive schemes firms may consider the composition of their employee and customer groups and whether or not these groups are repeatedly exposed to them.

Item Type:	Thesis (PhD thesis)
Creators:	Creators Email ORCID ORCID Put Code Vogt, Thomas thomas.vogt@uni-koeln.de orcid.org/0000-0002-3288-9030 UNSPECIFIED
URN:	urn:nbn:de:hbz:38-645545
Date:	10 January 2023
Language:	English
Faculty:	Faculty of Management, Economy and Social Sciences
Divisions:	Faculty of Management, Economics and Social Sciences > Business Administration > Supply Chain Management > Professorship for Business Administration, Supply Chain Management and Management Science
Subjects:	Psychology Management and auxiliary services
Uncontrolled Keywords:	Keywords Language Behavioral Management Science UNSPECIFIED Behavioral Operations Management UNSPECIFIED Behavioral Economics UNSPECIFIED Experimental Economics UNSPECIFIED Personnel Economics UNSPECIFIED Retail Inventory Management UNSPECIFIED Field Experiment UNSPECIFIED Laboratory Experiment UNSPECIFIED Real Effort Task UNSPECIFIED Monetary Incentives UNSPECIFIED Non-monetary Incentives UNSPECIFIED Subjective Performance Appraisals UNSPECIFIED Unused Low Rating Categories UNSPECIFIED Leniency Bias UNSPECIFIED Kindness UNSPECIFIED Sustainability Messages UNSPECIFIED Price Discounts UNSPECIFIED Employee Performance UNSPECIFIED Customer Buying Behavior UNSPECIFIED Heterogeneity UNSPECIFIED Causality UNSPECIFIED
Date of oral exam:	20 December 2022
Referee:	Name Academic Title Thonemann, Ulrich W. Prof. Dr. Sliwka, Dirk Prof. Dr.
Refereed:	Yes
URI:	http://kups.ub.uni-koeln.de/id/eprint/64554