Tournament Incentives in the Field: Gender Differences in the Workplace
在荷兰一家零售连锁店的128家门店进行实地实验，发现短期销售竞赛能显著促进销售增长，但仅当门店经理与大部分员工性别相同时效果才明显，且有无金钱奖励效果相似。
We ran a field experiment in a Dutch retail chain consisting of 128 stores. In a random sample of these stores, we introduced short-term sales competitions among subsets of stores. We find that sales competitions have a large effect on sales growth, but only in stores where the store's manager and a sufficiently large fraction of the employees have the same gender. Remarkably, results are alike for sales competitions with and without monetary rewards, suggesting a high symbolic value of winning a tournament.