Backes-Gellner Pull
Fakultäten » Wirtschaftswissenschaftliche Fakultät » Betriebswirtschaftslehre, Institut für » Prof. Dr. Uschi Backes-Gellner » Backes-Gellner Pull
Completed research project
| Title / Titel | The Incentive Effects of Tournaments with Heterogeneous Contestants: Theory and Evidence on Incentive Travel | ||||
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| Abstract (PDF, 14 KB) | |||||
| Summary / Zusammenfassung | For more than a decade after publication of the seminal paper by LAZEAR/ROSEN (1981) tournament literature was basically theoretical, examining the efficiency properties of reward systems based on relative rather than absolute performance. Empirical and particularly field studies on tournaments are few and far between. For reasons of data availability, existing studies are mainly based on data from sports. Field studies with firm data almost exclusively rely on data from executives. There is no empirical evidence on tournaments for non-executives as yet. In this project we will provide econometric evidence drawing on field data from two case studies in German insurance firms. We study incentives provided in a sales contest for travel incentives among insurance salesmen and their supervisors. We concentrate on one of the central problems of tournaments in practice, the problem of contestant heterogeneity. |
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| Keywords / Suchbegriffe | Incentives, tournament theory, non-executives | ||||
| Project leadership and contacts / Projektleitung und Kontakte |
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| Funding source(s) / Unterstützt durch |
Other Public Sources (e.g. Federal or Cantonal Agencies) German Research Foundation (DFG), "Governance of Research" 2006 - 2009. |
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| In collaboration with / In Zusammenarbeit mit |
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| Duration of Project / Projektdauer | Jun 2006 to Dec 2007 |