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Incentives, Gaming, and the Nonlinear Pay Scheme: Evidence from Personnel Data in a Large Japanese Auto Sales Firm
http://hdl.handle.net/10086/16325
http://hdl.handle.net/10086/16325a46adf52-644d-4c4f-874d-001ef63597a6
| Item type | デフォルトアイテムタイプ（フル）その２(1) | |||||||||||
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| 公開日 | 2010-05-19 | |||||||||||
| タイトル | ||||||||||||
| タイトル | Incentives, Gaming, and the Nonlinear Pay Scheme: Evidence from Personnel Data in a Large Japanese Auto Sales Firm | |||||||||||
| 言語 | en | |||||||||||
| 作成者 |
都留, 康
× 都留, 康
|
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| 寄与者 | ||||||||||||
| 寄与者タイプ | Editor | |||||||||||
| 姓名 | Institute of Economic Research, Hitotsubashi University | |||||||||||
| 言語 | en | |||||||||||
| アクセス権 | ||||||||||||
| アクセス権 | metadata only access | |||||||||||
| アクセス権URI | http://purl.org/coar/access_right/c_14cb | |||||||||||
| 主題 | ||||||||||||
| 主題Scheme | Other | |||||||||||
| 主題 | Compensation | |||||||||||
| 主題 | ||||||||||||
| 主題Scheme | Other | |||||||||||
| 主題 | Automobile Dealership | |||||||||||
| 主題 | ||||||||||||
| 主題Scheme | Other | |||||||||||
| 主題 | Incentives | |||||||||||
| 主題 | ||||||||||||
| 主題Scheme | Other | |||||||||||
| 主題 | Gaming | |||||||||||
| 内容記述 | ||||||||||||
| 内容記述タイプ | Abstract | |||||||||||
| 内容記述 | This paper examines incentives and gaming behavior in a sales workforce using personnel records from one of Japan's largest auto sales chains. The company replaced a simple, linear compensation system in 2000 with nonlinear pay scheme kinked around a draw line. Econometric analysis indicates the following. First, the new pay scheme yields productivity increases, although a month-end deadline induces gaming behavior. Second, the incentive effect is weaker for used car sales staff than for new car sales staff. The difference can be attributed to disincentives such as smaller gross profits and larger servicing burdens that discouraged workers near the threshold from putting forth additional effort. | |||||||||||
| 言語 | en | |||||||||||
| 出版者 | ||||||||||||
| 出版者 | Institute of Economic Research, Hitotsubashi University | |||||||||||
| 日付 | ||||||||||||
| 日付 | 2008-11 | |||||||||||
| 日付タイプ | Issued | |||||||||||
| 言語 | ||||||||||||
| 言語 | eng | |||||||||||
| 資源タイプ | ||||||||||||
| 資源タイプ識別子 | http://purl.org/coar/resource_type/c_18gh | |||||||||||
| 資源タイプ | technical report | |||||||||||
| 出版タイプ | ||||||||||||
| 出版タイプ | NA | |||||||||||
| 出版タイプResource | http://purl.org/coar/version/c_be7fb7dd8ff6fe43 | |||||||||||
| 関連情報 | ||||||||||||
| 関連タイプ | isPartOf | |||||||||||
| 識別子タイプ | HDL | |||||||||||
| 関連識別子 | http://hdl.handle.net/10086/16801 | |||||||||||
| 関連名称 | This version has been revised. The new version is available at http://hdl.handle.net/10086/16801. | |||||||||||
| 関連情報 | ||||||||||||
| 関連タイプ | isReplacedBy | |||||||||||
| 識別子タイプ | URI | |||||||||||
| 関連識別子 | http://www.ier.hit-u.ac.jp/English/ | |||||||||||
| 関連名称 | Discussion paper series. A ; No. a510 | |||||||||||
| 収録物識別子 | ||||||||||||
| 収録物識別子タイプ | NCID | |||||||||||
| 収録物識別子 | AA11476336 | |||||||||||
| Sponsorship | ||||||||||||
| 値 | This study was funded by the Grant-in Aid for Scientific Research of the Japan Society for the Promotion of Science (Grant Number: 18530130) and the Nomura Foundation. | |||||||||||
| JEL | ||||||||||||
| 値 | M12 | |||||||||||
| JEL | ||||||||||||
| 値 | M5 | |||||||||||
| JEL | ||||||||||||
| 値 | J31 | |||||||||||
| JEL | ||||||||||||
| 値 | J33 | |||||||||||
