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«Incentive ratcheting and productivity», Joaquín Poblete Associate Professor Pontificia Universidad Católica de Chile

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

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