%0 Report
        %A Delfgaauw, Josse
%A Dur, Robert
%A Sol, Joeri
%A Verbeke, Willem
        %T Tournament Incentives in the Field: Gender Differences in the Workplace
        %D 2009
        %8 2009 Sep
        %I Institute of Labor Economics (IZA)
        %C Bonn
        %7 IZA Discussion Paper
        %N 4395
        %U https://www.iza.org/publications/dp4395
        %X 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.
        %K competition
%K gender differences
%K field experiment
%K sales contests
%K awards