Management Economics in a Large Retail Company
利用英国一家零售商245家门店的独特数据，研究发现中层经理的“商业意识”技能对人均销售额影响最大，能带来最高13.9%的提升，但公司并未给能力更强的经理更高薪酬，暗示其技能具有公司特异性。
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.