The effect of less autonomy on performance in retail: Evidence from a quasi-natural field experiment
William Gilje Gjedrem and
Mari Rege ()
Journal of Economic Behavior & Organization, 2017, vol. 136, issue C, 76-90
This paper investigates a causal relationship between autonomy and performance in retail, utilizing store level weekly sales data from a large consumer electronics retail chain in Norway. In 2011 the retail chain made it a mandatory part of the job instruction to approach every customer who entered the store. To ensure compliance, the chain also adopted a system for feedback and monitoring. Critical to our empirical strategy, this change in management practice was introduced in some stores only and at different points in time. This allows us to estimate the effects of the change on performance in a quasi-natural field experiment using a triple-difference approach. We find that the change in management practice increased sales by 5.6% and transactions by 4.7%. The effect seems to be persistent, suggesting that a more detailed job instruction, combined with systematic feedback and control, may increase performance in low-skilled narrowly defined jobs.
Keywords: Autonomy; Feedback; Motivation; Performance; Management; Field data (search for similar items in EconPapers)
JEL-codes: C93 L81 M12 M54 (search for similar items in EconPapers)
References: View references in EconPapers View complete reference list from CitEc
Citations: Track citations by RSS feed
Downloads: (external link)
Full text for ScienceDirect subscribers only
This item may be available elsewhere in EconPapers: Search for items with the same title.
Export reference: BibTeX
RIS (EndNote, ProCite, RefMan)
Persistent link: https://EconPapers.repec.org/RePEc:eee:jeborg:v:136:y:2017:i:c:p:76-90
Access Statistics for this article
Journal of Economic Behavior & Organization is currently edited by Houser, D. and Puzzello, D.
More articles in Journal of Economic Behavior & Organization from Elsevier
Bibliographic data for series maintained by Dana Niculescu ().