TY  - RPRT
        AU  - Delfgaauw, Josse
AU  - Dur, Robert
AU  - Sol, Joeri
AU  - Verbeke, Willem
        TI  - Tournament Incentives in the Field: Gender Differences in the Workplace
        PY  - 2009/Sep/
        PB  - Institute of Labor Economics (IZA)
        CY  - Bonn
        T2  - IZA Discussion Paper
        IS  - 4395
        UR  - https://www.iza.org/index.php/publications/dp4395
        AB  - We ran a field experiment in a Dutch retail chain consisting of 128 stores. In a random sample of these stores, we introduced short-term sales competitions among subsets of stores. We find that sales competitions have a large effect on sales growth, but only in stores where the store's manager and a large fraction of the employees have the same gender. Remarkably, results are alike for sales competitions with and without monetary rewards, suggesting a high symbolic value of winning a tournament. Lastly, despite the substantial variation in team size, we find no evidence for free-riding.
        KW  - competition
KW  - gender differences
KW  - field experiment
KW  - sales contests
KW  - awards
        ER  -