| 来源类型 | Discussion paper |
| 规范类型 | 论文 |
| 来源ID | DP12904 |
| DP12904 Sales Performance and Social Preferences | |
| Michael Kosfeld | |
| 发表日期 | 2018-05-01 |
| 出版年 | 2018 |
| 语种 | 英语 |
| 摘要 | We use an incentivized experimental game to uncover heterogeneity in other-regarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior. Matching individual behavior in the game with firm data on sales performance shows that higher concern for others is significantly associated with higher revenue per customer. At the same time, it is also associated with fewer sales per day. Both effects offset each other, so that the overall association with total sales revenue becomes insignificant. Our findings highlight the nuanced role of self- vs. other-regarding concerns in sales contexts with important implications for management and marketing research. |
| 主题 | Industrial Organization |
| 关键词 | Other-regarding preferences Sales performance Experimental games |
| URL | https://cepr.org/publications/dp12904 |
| 来源智库 | Centre for Economic Policy Research (United Kingdom) |
| 资源类型 | 智库出版物 |
| 条目标识符 | http://119.78.100.153/handle/2XGU8XDN/541715 |
| 推荐引用方式 GB/T 7714 | Michael Kosfeld. DP12904 Sales Performance and Social Preferences. 2018. |
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