000			01959nab a2200217 a 4500
999			_c199336 _d199336
003			OSt
005			20200226102009.0
008			191212s20172015xxu||||| |||| 00| 0 eng d
040			_aCO-BoUGC _cCO-BoUGC
100	1		_aKelly, Khim _9177408
245	1	4	_aThe effects of tangible rewards versus cash rewards in consecutive sales tournaments _ba field experiment _cKhim Kelly, Adam Presslee & R. Alan Webb
300			_aPáginas 165 a la 185
520	3		_aWe investigate the effects of tangible versus cash rewards in a repeated tournament setting. Firms frequently use tangible rewards to motivate employees, but minimal research has examined their effects relative to cash rewards. We conducted a field experiment at a rug wholesaler that held two consecutive sales tournaments for its retailers. The top three retailers in each tournament received either cash rewards or tangible rewards (gift cards) to be distributed to sales staff. We do not find significant effects of reward type in the first tournament. However, in the second tournament, retailers eligible for tangible rewards significantly outperformed those eligible for cash rewards, and this effect is driven by Tournament One losers. Our results are consistent with the theory that Tournament One losers competing for tangible rewards increased sales effort in the second tournament significantly more than their counterparts competing for cash rewards. Our results have practical and theoretical implications.
650	1	4	_991036 _aContabilidad _vPublicaciones seriadas
650	2	4	_9176518 _aAdministración de incentivos _vPublicaciones seriadas
650	2	4	_9176028 _aMotivación del empleado _vPublicaciones seriadas
700	1		_aPresslee, Adam _9177409
700	1		_aWebb, R. Alan _9177410
773	0		_082265 _9377628 _aThe accounting review 2017 V.92 No.6 (Nov) _o0000002032280 _x0001-4826 (papel) _h21 páginas _nIncluye tablas, referencias bibliográficas y apéndices
942			_2ddc _cART