|
Field
Experimental Design (Public)
|
Before
Our sample consists of service employees from several medium-sized technical service companies, which are active for a large multinational company that distributes technical products and services (SELLER). We implement a bonus for randomly selected service employees. The main task of these employees is to provide technical services to end customers (i.e., solve technical issues with the services or products of SELLER). Service employees in the treatment group receive a monetary incentive for reporting at least one sales opportunity per week for four weeks in a row. As the intervention period is twelve weeks, employees can receive the bonus up to three times. The employees report the sales opportunities not to their employers but directly to the SELLER via a web app. They also have the possibility to sell certain products directly to the customer. These will also be counted as reported sales opportunities.
To support the service employees in identifying sales opportunities and approaching the customers, the SELLER offers special trainings (sales opportunity trainings). Participation in the training is voluntary. The SELLER offers the training to all service employees (control and treatment group).
|
After
Our sample consists of service employees from several medium-sized technical service companies, which are active for a large multinational company that distributes technical products and services (SELLER). We implement a bonus for randomly selected service employees. The main task of these employees is to provide technical services to end customers (i.e., solve technical issues with the services or products of SELLER). Service employees in the treatment group receive a monetary incentive for reporting at least one sales opportunity per week for four weeks in a row. As the intervention period is twelve weeks, employees can receive the bonus up to three times. The employees report the sales opportunities not to their employers but directly to the SELLER via a web app. They also have the possibility to sell certain products directly to the customer. These will also be counted as reported sales opportunities.
To support the service employees in identifying sales opportunities and approaching the customers, the SELLER offers special trainings (sales opportunity trainings). Participation in the training is voluntary. The SELLER offers the training to all service employees (control and treatment group).
UPDATE:
We additionally survey 12 of the 15 companies after the incentive phase. These 12 companies comprised a total of around 82%, i.e. around 850 employees. The other three companies did not agree to carry out the survey.
The survey includes the automaticity subscale of the self-report habit index (Verplanken & Orbell, 2003) as well as questions regarding prioritizing of different activities at work, communication intensity on the part of the management on different topics, questions regarding intrinsic task motivation (Deci & Ryan, 2000) as well as managerial expectations regarding the task. We further include knowledge questions regarding the incentivized behavior (i.e. offering clients additional products/services).
|