Examining Salesperson Effort Allocation in Teams: A Randomized Field Experiment

References

• Bantel KA, Jackson SE (1989) Top management and innovations in banking: Does the composition of the top team make a difference? Strategic Management J. 10(1):107–124.Crossref, Google Scholar
• Brickson S (2000) The impact of identity orientation: Individual and organizational outcomes in demographically diverse settings. Acad. Management Rev. 25(1):82–101.Crossref, Google Scholar
• Caldieraro F, Coughlan AT (2009) Optimal sales force diversification and group incentive payments. Marketing Sci. 28(6):1009–1026.Link, Google Scholar
• Chan T, Li J, Pierce L (2014) Compensation peer effects in competing sales teams. Management Sci. 60(8):1965–1984.Link, Google Scholar
• Charness G, Dufwenberg M (2006) Promises and partnership. Econometrica 74(6):1579–1601.Crossref, Google Scholar
• Chen H, Lim N (2013) Should managers use team-based contests? Management Sci. 59(12):2823–2836.Link, Google Scholar
• Chen H, Lim N (2017) How does team composition affect effort in contests? A theoretical and experimental analysis. J. Marketing Res. 54(1):44–60.Crossref, Google Scholar
• Chen H, Ham SH, Lim N (2011) Designing multi-person tournaments with asymmetric contestants: An experimental study. Management Sci. 57(5):864–883.Link, Google Scholar
• Chung DJ, Narayandas D (2017) Incentives vs. reciprocity: Insights from a field experiment. J. Marketing Res. 54(4):511–524.Crossref, Google Scholar
• Clark AE, Oswald AJ (1998) Comparison-concave utility and following behaviour in social and economic settings. J. Public Econom. 70(1):133–155.Crossref, Google Scholar
• Cunningham GB, Chelladurai P (2004) Affective reactions to cross-functional teams: The impact of size, relative performance, and common in-group identity. Group Dynam. 8(2):83–97.Crossref, Google Scholar
• Ely RJ, Thomas DA (2001) Cultural diversity at work: The effects of diversity perspectives on work group processes and outcomes. Admin. Sci. Quart. 46(2):229–273.Crossref, Google Scholar
• Fehr E, Schmidt KM (1999) A theory of fairness, competition, and cooperation. Quart. J. Econom. 114(3):817–868.Crossref, Google Scholar
• Fischbacher U, Gächter S (2010) Social preferences, beliefs, and the dynamics of free riding in public goods experiments. Amer. Econom. Rev. 100(1):541–556.Crossref, Google Scholar
• Guzzo RA, Dickson MW (1996) Teams in organizations: Recent research on performance and effectiveness. Annual Rev. Psych. 47(1):307–338.Crossref, Google Scholar
• Hamilton B, Nickerson J, Owan H (2003) Team incentives and worker heterogeneity: An empirical analysis of the impact of teams on productivity and participation. J. Political Econom. 111(3):465–497.Crossref, Google Scholar
• Hossain T, List JA (2012) The behavioralist visits the factory: Increasing productivity using simple framing manipulations. Management Sci. 58(12):2151–2167.Link, Google Scholar
• Jackson SE, May KE, Whitney K (1995) Understanding the dynamics of diversity in decision-making teams. Guzzo RA, Salas E, eds. Team Effectiveness and Decision Making in Organizations (Jossey-Bass, San Francisco), 204–261.Google Scholar
• Kishore S, Rao RS, Narasimhan O, John G (2013) Bonuses vs. commissions: A field study. J. Marketing Res. 50(3):317–333.Crossref, Google Scholar
• Knez M, Simester D (2001) Firm-wide incentives and mutual monitoring at continental airlines. J. Labor Econom. 19(4):743–772.Crossref, Google Scholar
• Lazear EP (1998) Personnel Economics for Managers (John Wiley & Sons, New York).Google Scholar
• Lim N (2010) Social loss aversion and optimal contest design. J. Marketing Res. 47(4):777–787.Crossref, Google Scholar
• Lim N, Chen H (2014) When do group incentives for salespeople work? J. Marketing Res. 51(3):320–334.Crossref, Google Scholar
• Lim N, Ahearne MJ, Ham SH (2009) Designing sales contests: Does the prize structure matter? J. Marketing Res. 46(3):356–371.Crossref, Google Scholar
• Mas A, Moretti E (2009) Peers at work. Amer. Econom. Rev. 99(1):112–145.Crossref, Google Scholar
• Stewart GL (2006) A meta-analytic review of relationships between team design features and team performance. J. Management 32(1):29–54.Crossref, Google Scholar
• Van der Vegt, GS, Janssen O (2003) Joint impact of interdependence and group diversity on innovation. J. Management 29(5):729–751.Crossref, Google Scholar
• Wageman R (1995) Interdependence and group effectiveness. Admin. Sci. Quart. 40(1):145–180.Crossref, Google Scholar