This is a separate volume of the parent title "Discussion paper".
» Show all volumes of the parent title.

Kinks as goals: accelerating commissions and the performance of sales teams

Peter Kuhn (University of California, Santa Barbara and IZA), Lizi Yu (University of Queensland) ; IZA Institute of Labor Economics

We study the performance of small retail sales teams facing an incentive scheme that includes both a lump sum bonus and multiple accelerators (kinks where the piece rate jumps upward). Consistent with standard labor supply models, we find that the presence of an attainable bonus or kink on a work-da...

Full description

Saved in:
Bibliographic details
Volume: no. 14115
Main Author: Kuhn, Peter Joseph
Yu, Lizi
Format: eBook
Language: English
Related: Forschungsinstitut zur Zukunft der Arbeit ¬[Herausgebendes Organ]
Ort : Verlag : ErscheinungsdatumBonn, Germany : IZA Institute of Labor Economics : February 2021
Erscheinungsort: (Ort)Bonn
Extent: 1 Online-Ressource (47 Seiten) : Diagramme
Umfang: (Dateityp; Kodierungsformat)Textdatei; PDF
Series: Discussion paper series / IZA Institute of Labor Economics ; no. 14115
Links: Fulltext
HBZ-ID: HT020833632 » further libraries in North Rhine-Westphalia
Database: ULB Bonn