Management Economics in a Large Retail Company

Siebert, W. Stanley; Zubanov, Nick

Management Economics in a Large Retail Company

Dateien

Siebert_0-388178.pdfGröße: 156.46 KBDownloads: 240

Datum

2010

Autor:innen

Siebert, W. Stanley

Zubanov, Nick

Open Access-Veröffentlichung

Open Access Green

Sammlungen

Wirtschaftswissenschaften

Publikationstyp

Zeitschriftenartikel

Publikationsstatus

Published

Erschienen in

Management Science. 2010, 56(8), pp. 1398-1414. ISSN 0025-1909. eISSN 1526-5501. Available under: doi: 10.1287/mnsc.1100.1188

Zusammenfassung

We use unique data from 245 stores of a UK retailer to study links among middle (store) manager skills, sales, and manager pay. We find that, of the six management practice areas surveyed, the most important is “commercial awareness,” where abler managers achieve up to 13.9% higher sales per worker. We find that many stores have poor managers on this indicator. However, the company is careful to incentivize managers, operating a scheme giving shares (approximately 20%) in both positive and negative deviations of actual sales from expected. Abler managers do not receive higher pay, implying that their skills are company specific.

Fachgebiet (DDC)

330 Wirtschaft

Schlagwörter

management; firm behavior; business economics; productivity; compensation methods

Zitieren

ISO 690

SIEBERT, W. Stanley, Nick ZUBANOV, 2010. Management Economics in a Large Retail Company. In: Management Science. 2010, 56(8), pp. 1398-1414. ISSN 0025-1909. eISSN 1526-5501. Available under: doi: 10.1287/mnsc.1100.1188

BibTex

@article{Siebert2010Manag-36887,
  year={2010},
  doi={10.1287/mnsc.1100.1188},
  title={Management Economics in a Large Retail Company},
  number={8},
  volume={56},
  issn={0025-1909},
  journal={Management Science},
  pages={1398--1414},
  author={Siebert, W. Stanley and Zubanov, Nick}
}

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Universitätsbibliographie

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