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“Incentive ratcheting and productivity”, Joaquín Poblete Associate Professor Pontificia Universidad Católica de Chile

04Jul
Incentive ratcheting and productivity

Joaquín Poblete 
Associate Professor
Pontificia Universidad Católica de Chile 

Abstract:
Incentive ratcheting is the practice of increasing goals to workers whenever they exceed their goals. Using quasi-experimental data from a merger, we estimate the effect of incentive ratcheting on the productivity of the salesforce of a firm. We show that the practice of ratcheting can decrease productivity (sales) by 20% and has important effects on how workers and their supervisors allocate effort among different tasks.
Seminarios ISCI – Management Science & Analytics
Jueves 04 de julio 2019
Desde las 13:30 hrs. a 14:30 hrs.
Sala de Consejo, Piso 4, Beauchef 851
Almuerzos previa inscripción desde las 13:15 hrs.
Consultas a seminarios@isci.cl
INSCRIPCIONES
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