A field study of the impact of a performance-based incentive plan

• 成果类型: Article
• 署名作者: Banker, RD; Lee, SY; Potter, G
• 署名单位: Sungshin Women's University; Cornell University
• 刊物名称: JOURNAL OF ACCOUNTING & ECONOMICS
• ISSN/ISSBN: 0165-4101
• DOI: 10.1016/0165-4101(95)00418-1
• 发表日期: 1996
• 关键词: seemingly unrelated regressions; AUTOREGRESSIVE DISTURBANCES; organizational performance; executive-compensation; empirical-analysis; LABOR; hypothesis; CONTRACTS; feedback; pay

摘要

Much management accounting research focuses on design of incentive compensation contracts. A basic assumption in these contracts is that performance-based incentives improve employee performance. This paper reports on a field test of the multi-period incentive effects of a performance-based compensation plan on the sales of a retail establishment. Analysis of panel data for 15 retail outlets over 66 months indicates a sales increase when the plan is implemented, an effect that persists and increases over time. Sales gains are significantly lower in the peak selling season when more temporary workers are employed.