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Finding good managers: an econometric case study of a large Japanese auto dealership

Hideo Owan (), Shingo Takahashi, Tsuyoshi Tsuru () and Katsuhito Uehara ()
Additional contact information
Tsuyoshi Tsuru: Institute of Economic Research, Hitotsubashi University,
Katsuhito Uehara: Faculty of Human Studies, Tenri University,

No EMS_2014_08, Working Papers from Research Institute, International University of Japan

Abstract: Using the personnel and transaction data from a large auto dealership in Japan, this paper discusses the value, incentives, assignments, determinants of performance, and learning of managers. We find that: (1) moving one standard deviation up the distribution of manager fixed effects raises a branch's profit by 9.3%; (2) the relationship between managers' branch assignments and their performance is more consistent with tournament theory rather than screening or learning mechanism; (3) better managers are systematically selected to run less profitable branches; and (4) managers with smaller age difference with subordinates and broader experience tend to perform better.

Pages: 43 pages
Date: 2014-06
New Economics Papers: this item is included in nep-hrm
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Downloads: (external link) First version, 2014 (application/pdf)

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