Tournament Incentives in the Field: Gender Differences in the Workplace

Josse Delfgaauw, Robert Dur, Joeri Sol and Willem Verbeke

Journal of Labor Economics, 2013, vol. 31, issue 2, 305 - 326

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.

Date: 2013
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Related works:
Working Paper: Tournament Incentives in the Field: Gender Differences in the Workplace (2012)
Working Paper: Tournament Incentives in the Field: Gender Differences in the Workplace (2009)
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