期刊
MANAGEMENT SCIENCE
卷 56, 期 8, 页码 1398-1414出版社
INFORMS
DOI: 10.1287/mnsc.1100.1188
关键词
management; firm behavior; business economics; productivity; compensation methods
We use unique data from 245 stores of a UK retailer to study links among middle (store) manager skills, sales, and manager pay. We find that, of the six management practice areas surveyed, the most important is commercial awareness, where abler managers achieve up to 13.9% higher sales per worker. We find that many stores have poor managers on this indicator. However, the company is careful to incentivize managers, operating a scheme giving shares (approximately 20%) in both positive and negative deviations of actual sales from expected. Abler managers do not receive higher pay, implying that their skills are company specific.
作者
我是这篇论文的作者
点击您的名字以认领此论文并将其添加到您的个人资料中。
推荐
暂无数据