@TechReport{iza:izadps:dp4395,
            	author={Delfgaauw, Josse and Dur, Robert and Sol, Joeri and Verbeke, Willem},
            	title={Tournament Incentives in the Field: Gender Differences in the Workplace},
            	year={2009},
	month={Sep},
            	institution={Institute of Labor Economics (IZA)},
            	address={Bonn},
            	type={IZA Discussion Paper},
            	number={4395},
            	url={https://www.iza.org/publications/dp4395},
	abstract={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.},
	keywords={competition;gender differences;field experiment;sales contests;awards},
            }