Backes-Gellner Pull

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Completed research project

Title / Titel The Incentive Effects of Tournaments with Heterogeneous Contestants: Theory and Evidence on Incentive Travel
PDF 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.
Keywords / Suchbegriffe Incentives, tournament theory, non-executives
Project leadership and contacts /
Projektleitung und Kontakte
Prof. Dr. Uschi Backes-Gellner (Project Leader)
Prof. Dr. Kerstin Pull (Project Leader)  
Funding source(s) /
Unterstützt durch
Other Public Sources (e.g. Federal or Cantonal Agencies)
German Research Foundation (DFG), "Governance of Research" 2006 - 2009.
In collaboration with /
In Zusammenarbeit mit
Prof. Dr. Kerstin Pull
Universität Tübingen
Lehrstuhl für Personal und Organisation
Nauklerstraße 47
D - 72074 Tübingen
Duration of Project / Projektdauer Jun 2006 to Dec 2007