{"id":3199,"date":"2023-09-27T16:56:30","date_gmt":"2023-09-27T14:56:30","guid":{"rendered":"https:\/\/flex.uni-frankfurt.de\/?p=3199"},"modified":"2023-09-27T16:56:30","modified_gmt":"2023-09-27T14:56:30","slug":"social-preferences-and-sales-performance","status":"publish","type":"post","link":"https:\/\/flex.uni-frankfurt.de\/index.php\/publications\/social-preferences-and-sales-performance\/","title":{"rendered":"Social preferences and sales performance"},"content":{"rendered":"<div class=\"custom-pagination-text-research-img\"><a href=\"https:\/\/doi.org\/10.1111\/jems.12523\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-3089\" src=\"https:\/\/flex.uni-frankfurt.de\/wp-content\/uploads\/2023\/09\/jems.v32.3.cover_.jpg\" alt=\"\" width=\"193\" height=\"261\" \/><\/a><\/div>\n<div class=\"custom-pagination-text-research-content\">Andrea Essl, Frauke von Bieberstein, Michael Kosfeld &#038; Markus Kr\u00f6ll,\u00a0 2023, <em>Journal of Economics &#038; Management Strategy<br \/>\n<\/em><\/p>\n<div><\/div>\n<div class=\"custom-pagination-text-research-content\">\n<p><!--more Continue reading--><\/p>\n<div class=\"custom-pagination-text-research-content\"><a href=\"https:\/\/doi.org\/10.1111\/jems.12523\">link to publication<\/a><\/div>\n<div class=\"custom-pagination-text-research-abstract\">Abstract:<br \/>\nWe use an incentivized experimental game to uncover heterogeneity in social preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveal selfish behavior. Matching individual behavior in the game with firm data on sales performance shows that agents with social preferences achieve a significantly higher revenue per customer. However, at the same time, they achieve fewer sales per day. Both effects offset each other, so that the overall association with total sales revenue becomes insignificant. Our findings highlight the nuanced role of selfish versus social preferences in sales contexts with important implications for economic research.<\/div>\n<\/div>\n<\/div>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Andrea Essl, Frauke von Bieberstein, Michael Kosfeld &#038; Markus Kr\u00f6ll,\u00a0 2023, Journal of Economics &#038; Management Strategy<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[16],"tags":[],"class_list":["post-3199","post","type-post","status-publish","format-standard","hentry","category-publications"],"_links":{"self":[{"href":"https:\/\/flex.uni-frankfurt.de\/index.php\/wp-json\/wp\/v2\/posts\/3199","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/flex.uni-frankfurt.de\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/flex.uni-frankfurt.de\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/flex.uni-frankfurt.de\/index.php\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/flex.uni-frankfurt.de\/index.php\/wp-json\/wp\/v2\/comments?post=3199"}],"version-history":[{"count":2,"href":"https:\/\/flex.uni-frankfurt.de\/index.php\/wp-json\/wp\/v2\/posts\/3199\/revisions"}],"predecessor-version":[{"id":3202,"href":"https:\/\/flex.uni-frankfurt.de\/index.php\/wp-json\/wp\/v2\/posts\/3199\/revisions\/3202"}],"wp:attachment":[{"href":"https:\/\/flex.uni-frankfurt.de\/index.php\/wp-json\/wp\/v2\/media?parent=3199"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/flex.uni-frankfurt.de\/index.php\/wp-json\/wp\/v2\/categories?post=3199"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/flex.uni-frankfurt.de\/index.php\/wp-json\/wp\/v2\/tags?post=3199"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}