TY  - RPRT
        AU  - Essl, Andrea
AU  - Bieberstein, Frauke von
AU  - Kosfeld, Michael
AU  - Kröll, Markus
        TI  - Sales Performance and Social Preferences
        PY  - 2018/Apr/
        PB  - Institute of Labor Economics (IZA)
        CY  - Bonn
        T2  - IZA Discussion Paper
        IS  - 11505
        UR  - https://www.iza.org/publications/dp11505
        AB  - We use an incentivized experimental game to uncover heterogeneity in otherregarding 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.
        KW  - sales performance
KW  - other-regarding preferences
KW  - experimental games
        ER  -