There are two perspectives on controlling the performance of salespeople - an outcome based perspective and behavior based perspective. The former process focuses on the objective measures of results while the latter perspective on performance control of salespeople incorporates complex and...

This paper analyses the fit between business strategy and human resources strategy, and its implications and effect on performance. A sample of 121 Andalusian co-operatives (small and medium sized firms) is used to evaluate the hypothesis through a questionnaire. Our findings reveal some support...

Las deficiencias que registran los diferentes países de América Latina en los indicadores relacionados con el rendimiento escolar y la calidad educativa han sido un tema recurrente en la agenda política de los gobiernos de la región durante las últimas décadas. Diferentes estudios sugieren...

The benefits and costs of different forms of job design have been analyzed in the literature yet. The focus has thereby mostly been on job designs under formal contracts between the parties. However, in the real world relational contracts - informal agreements sustained by the value of future...

Earlier studies show that contracts under subjective performance evaluation are dichotomous and punish only worst performance. I show that with limited liability payments need not be binary. More importantly, if the agent earns a rent from limited liability, the optimal contract distinguishes...

In many organizations, reward decisions depend on subjective performance evaluations. However, evaluating an employee's performance is often difficult. In this paper, we develop a model in which the employee is uncertain about his own performance and about the manager's ability to assess him....

This paper estimates the factors affecting the relationship between the wins and losses of corporate sports club teams and the work morale of employees, using an original survey of employees from a selected Japanese automobile maker. We find that corporate sports club teams' performance is an...

The purpose of this paper is to ascertain how wages are being determined in China during the reform period. The paper focuses on the development of the regulatory framework since 1978 and proceeds by examining official regulations regarding labor market institutions and wage setting, and by...

By conducting a natural field experiment, we test whether a managerial policy of allowing employees to self-determine their wages is as successful as recently suggested by laboratory evidence. We find that this policy indeed enhances performance. However, our data is clearly at odds with the...