Management Economics in a Large Retail Company

• 成果类型: Article
• 署名作者: Siebert, W. Stanley; Zubanov, Nikolay
• 署名单位: University of Birmingham; Tilburg University
• 刊物名称: MANAGEMENT SCIENCE
• ISSN/ISSBN: 0025-1909
• DOI: 10.1287/mnsc.1100.1188
• 发表日期: 2010
• 页码: 1398-1414
• 关键词: management; Firm behavior; business economics; PRODUCTIVITY; compensation methods

摘要

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.