Siebert, W. Stanley; Zubanov, Nikolay - In: Management Science 56 (2010) 8, pp. 1398-1414
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...