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

Antle, 1986, An empirical investigation of the relative performance evaluation of corporate executives, Journal of Accounting Research, 24, 1, 10.2307/2490802 Awasthi, 1990, The effect of monetary incentives on effort and decision performance: The role of cognitive characteristics, The Accounting Review, 65, 797 Ashton, 1990, Pressure and performance in accounting decision settings: Paradoxical effects of incentives, feedback and justification, Journal of Accounting Research, 28, 148, 10.2307/2491253 Baker, 1990, The other Nordstrom, Los Angeles Times, D1 Baker, 1988, Compensation and incentives: Practice vs. theory, Journal of Finance, 43, 593, 10.1111/j.1540-6261.1988.tb04593.x Banker, 1989, Sensitivity, precision and linear aggregation of signals for performance evaluation, Journal of Accounting Research, 27, 21, 10.2307/2491205 Barmash, 1989, Bloomingdale's in Manhattan to put staff on commission, New York Times Basu, 1985, Salesforce compensation plans: An agency theoretical perspective, Marketing Science, 4, 267, 10.1287/mksc.4.4.267 Belsley, 1980 Benston, 1985, The self-serving management hypothesis: Some evidence, Journal of Accounting and Economics, 7, 67, 10.1016/0165-4101(85)90028-X Bivins, 1989, Focus on compensation: (1) Commissions and more, (2) New study: How stores are paying, (3) Keys to measuring compensation programs, and (4) How Younkers satisfaction plus' program works Christie, 1987, On cross-sectional analysis in accounting research, Journal of Accounting and Economics, 9, 231, 10.1016/0165-4101(87)90007-3 Clawson, 1980 Condry, 1977, Enemies of exploration: Self initiated versus other initiated learning, Journal of Personality and Social Psychology, 35, 459, 10.1037/0022-3514.35.7.459 Coopers and Lybrand, 1992 Coughlan, 1992, An empirical analysis of sales-force compensation plans, Journal of Business, 65, 93, 10.1086/296559 Coughlan, 1985, Executive compensation, management turnover and firm performance: An empirical investigation, Journal of Accounting and Economics, 7, 43, 10.1016/0165-4101(85)90027-8 Deci, 1985 Doran, 1983, On the relative efficiency of estimators which include the initial observations in the estimation of seemingly unrelated regressions with first-order autoregressive disturbances, Journal of Econometrics, 23, 165, 10.1016/0304-4076(93)90075-G Gallagher, 1992, Editor's page: Compensation Gibbons, 1990, Relative performance evaluation for chief executive officers, Industrial and Labor Relations Review, 43, 30S, 10.1177/001979399004300303 Gibbs, 1995, Incentive compensation in a corporate hierarchy, Journal of Accounting and Economics, 19, 247, 10.1016/0165-4101(94)00384-H Ginsberg, 1989, Commission sales growing in big stores, Women's Wear Daily, 1 Glesjer, 1969, A new test for heteroscedasticity, Journal of the American Statistical Association, 64, 316, 10.1080/01621459.1969.10500976 Guzzo, 1985, The effects of psychologically-based intervention programs on worker productivity: A meta-analysis, Personnel Psychology, 275, 10.1111/j.1744-6570.1985.tb00547.x Hogarth, 1991, Learning from feedback: Exactingness and incentives, Journal of Experimental Psychology: Learning, Memory, and Cognition, 17, 734 Holmström, 1982, Moral hazard in teams, Bell Journal of Economics, 13, 324, 10.2307/3003457 Holmström, 1991, Multitask principal-agent analyses: Incentive contracts, asset ownership, and job design, Journal of Law, Economics and Organizations, 7, 24, 10.1093/jleo/7.special_issue.24 Holthausen, 1995, Business unit innovation and the structure of executive compensation, Journal of Accounting and Economics, 19, 279, 10.1016/0165-4101(94)00385-I Homans, 1952, Group factors in worker productivity, 637 Jenkins, 1986, Financial incentives Jensen, 1990, Performance pay and top-management incentives, Journal of Political Economy, 98, 225, 10.1086/261677 Jensen, 1985, Management compensation and the managerial labor market, Journal of Accounting and Economics, 7, 3, 10.1016/0165-4101(85)90025-4 John, 1989, Salesforce compensation: An empirical investigation of factors related to use of salary versus incentive compensation, Journal of Marketing Research, 26, 1, 10.1177/002224378902600101 Johnston, 1984 Kanfer, 1989, Motivation and cognitive abilities: An integrative/aptitude-treatment interaction approach to skill acquisition, Journal of Applied Psychology, 74, 657, 10.1037/0021-9010.74.4.657 Kmenta, 1970, Estimation of seemingly unrelated regressions with autoregressive disturbance, Journal of the American Statistical Association, 65, 186, 10.1080/01621459.1970.10481073 Kohn, 1988, Incentives can be bad for business, 93 Koselka, 1991, Fading into history, 70 Lal, 1986, Salesforce compensation plans in environments with asymmetric information, Marketing Science, 5, 179, 10.1287/mksc.5.3.179 Lambert, 1987, An analysis of the use of accounting and market measures of performance in executive compensation contracts, Journal of Accounting Research, 25, 85, 10.2307/2491081 Latham, 1978, Designing incentive plans for union employees: A comparison of continuous and variable reinforcement schedules, Personnel Psychology, 31, 47, 10.1111/j.1744-6570.1978.tb02108.x Lawler, 1981 Lepper, 1973, Undermining children's intrinsic interest with extrinsic reward: A test of the overjustification hypothesis, Journal of Personality and Social Psychology, 28, 129, 10.1037/h0035519 Levine, 1974, Token rewards may lead to token learning, American Psychologist, 29, 816, 10.1037/h0037474 Libby, 1992, Incentives, efforts, and the cognitive processes involved in accounting-related judgments, Journal of Accounting Research, 30, 249, 10.2307/2491126 Lloyd, 1989, Rich's total sales force going on commission, Daily News Record, 11 Locke, 1968, Goals and intentions as mediators of the effects of monetary incentives and behavior, Journal of Applied Psychology, 52, 104, 10.1037/h0025492 McGraw, 1978, The detrimental effects of reward on performance: A literature review and a prediction model Milgrom, 1992 Murphy, 1985, Corporate performance and managerial remuneration: An empirical analysis, Journal of Accounting and Economics, 7, 11, 10.1016/0165-4101(85)90026-6 Murphy, 1986, Incentives, learning, and compensation: A theoretical and empirical investigation of managerial labor contracts, Rand Journal of Economics, 17, 59, 10.2307/2555628 Park, 1980, Estimating the autocorrelated error model with trended data, Journal of Econometrics, 13, 185, 10.1016/0304-4076(80)90014-7 Pearce, 1985, Managerial compensation based on organization performance: A time series analysis of the effects of merit pay, Academy of Management Journal, 28, 261, 10.2307/256200 Prais, 1954, Trend estimators and serial correlation, Cowles Commission discussion paper no. 383 Rao, 1990, Compensating heterogeneous salesforces: Some explicit solutions, Marketing Science, 9, 319, 10.1287/mksc.9.4.319 Roethlisberger, 1977 Schlesinger, 1991, Enfranchisement of service workers, California Management Review, 83, 10.2307/41166674 Schlesinger, 1991, The service-driven service company, Harvard Business Review, 71 Schwadel, 1990, At Sears, unpopular pay policy reflects fuss in retail industry, Wall Street Journal, B1 Schwadel, 1990, Chain finds incentives on hard sell, Wall Street Journal, B1 Simons, 1991, Nordstrom: Dissension in the ranks? Sloan, 1993, Accounting earnings and top executive compensation, Journal of Accounting and Economics, 16, 55, 10.1016/0165-4101(93)90005-Z Stevenson, 1989, Watch out Macy's, here comes Nordstrom, New York Times Magazine, 34 Taylor, 1911 Thaler, 1986, The psychology of choice and the assumptions of economics Thurik, 1984, Part-time labor in retailing, Journal of Retailing, 60, 62 Vroom, 1965 Wagner, 1988, Incentive payment and nonmanagerial productivity: An interrupted time series analysis of magnitude and trend, Organizational Behavior and Human Decision Processes, 42, 47, 10.1016/0749-5978(88)90019-2 Weitzman, 1980, The ‘Ratchet Principle’ and performance incentives, Bell Journal of Economics, 302, 10.2307/3003414 White, 1980, A heteroskedasticity-consistent covariance matrix estimator and a direct test for heteroskedasticity, Econometrica, 48, 817, 10.2307/1912934 Wood, 1990, Mechanisms governing organizational performance in complex decision-making environments, Organizational Behavior and Human Decision Processes, 46, 181, 10.1016/0749-5978(90)90028-8 Yin, 1992, Sears is accused of billing fraud at auto centers, Wall Street Journal, B1 WSJ, 1989, Commission selling spreads at department stores, Wall Street Journal WWD, 1988, Younkers sets sales incentives, Women's Wear Daily WWD, 1991, CHH cutting back on commissions, Women's Wear Daily, 5