Management Economics in a Large Retail Company
| Type of Publication: | Journal article |
| Publication status: | Published |
| URI (citable link): | http://nbn-resolving.de/urn:nbn:de:bsz:352-0-388178 |
| Author: | Siebert, W. Stanley; Zubanov, Nikolay |
| Year of publication: | 2010 |
| Published in: | Management Science ; 56 (2010), 8. - pp. 1398-1414. - ISSN 0025-1909. - eISSN 1526-5501 |
| DOI (citable link): | https://dx.doi.org/10.1287/mnsc.1100.1188 |
| Summary: |
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.
|
| Subject (DDC): | 330 Economics |
| Keywords: | management; firm behavior; business economics; productivity; compensation methods |
| Link to License: | Terms of use |
Cite This
Files in this item
![[PDF]](/themes/Kops/images/mimes/pdf.png "PDF file"){kind=small}
SIEBERT, W. Stanley, Nikolay ZUBANOV, 2010. Management Economics in a Large Retail Company. In: Management Science. 56(8), pp. 1398-1414. ISSN 0025-1909. eISSN 1526-5501. Available under: doi: 10.1287/mnsc.1100.1188
@article{Siebert2010Manag-36887, title={Management Economics in a Large Retail Company}, year={2010}, doi={10.1287/mnsc.1100.1188}, number={8}, volume={56}, issn={0025-1909}, journal={Management Science}, pages={1398--1414}, author={Siebert, W. Stanley and Zubanov, Nikolay} }
<rdf:RDF xmlns:dcterms="http://purl.org/dc/terms/" xmlns:dc="http://purl.org/dc/elements/1.1/" xmlns:rdf="http://www.w3.org/1999/02/22-rdf-syntax-ns#" xmlns:bibo="http://purl.org/ontology/bibo/" xmlns:dspace="http://digital-repositories.org/ontologies/dspace/0.1.0#" xmlns:foaf="http://xmlns.com/foaf/0.1/" xmlns:void="http://rdfs.org/ns/void#" xmlns:xsd="http://www.w3.org/2001/XMLSchema#" > <rdf:Description rdf:about="https://kops.uni-konstanz.de/rdf/resource/123456789/36887"> <dc:date rdf:datatype="http://www.w3.org/2001/XMLSchema#dateTime">2017-01-23T14:00:14Z</dc:date> <dspace:hasBitstream rdf:resource="https://kops.uni-konstanz.de/bitstream/123456789/36887/3/Siebert_0-388178.pdf"/> <dcterms:rights rdf:resource="https://kops.uni-konstanz.de/page/termsofuse"/> <dcterms:available rdf:datatype="http://www.w3.org/2001/XMLSchema#dateTime">2017-01-23T14:00:14Z</dcterms:available> <dcterms:abstract xml:lang="eng">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.</dcterms:abstract> <dc:language>eng</dc:language> <bibo:uri rdf:resource="https://kops.uni-konstanz.de/handle/123456789/36887"/> <dcterms:isPartOf rdf:resource="https://kops.uni-konstanz.de/rdf/resource/123456789/46"/> <void:sparqlEndpoint rdf:resource="http://localhost/fuseki/dspace/sparql"/> <dc:rights>terms-of-use</dc:rights> <dc:contributor>Zubanov, Nikolay</dc:contributor> <dc:creator>Zubanov, Nikolay</dc:creator> <dspace:isPartOfCollection rdf:resource="https://kops.uni-konstanz.de/rdf/resource/123456789/46"/> <dc:contributor>Siebert, W. Stanley</dc:contributor> <dcterms:hasPart rdf:resource="https://kops.uni-konstanz.de/bitstream/123456789/36887/3/Siebert_0-388178.pdf"/> <foaf:homepage rdf:resource="http://localhost:8080/jspui"/> <dc:creator>Siebert, W. Stanley</dc:creator> <dcterms:title>Management Economics in a Large Retail Company</dcterms:title> <dcterms:issued>2010</dcterms:issued> </rdf:Description> </rdf:RDF>
Downloads since Jan 23, 2017 (Information about access statistics)
| Siebert_0-388178.pdf | 53 |
This item appears in the following Collection(s)
Search KOPS
Browse
My Account
