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Pay and Performance in a Call Centre; Principals and Agents or Principally Angels?Karl O. AarbuVesta Forsikring AS Gaute TorsvikUniversity of Bergen - Department of Economics; CESifo (Center for Economic Studies and Ifo Institute for Economic Research) December 3, 2007 NHH Dept. of Economics Discussion Paper No. 33/2007 Abstract: We use data from a pay reform in an insurance company to contrast different theories of work motivations. The management installed performance pay to boost sales in the customer service centre of the company. The reform was successful. The bonus scheme gave the operators both self-regarding and other-regarding incentives to increase sales. The increase in sales does therefore not in itself help us identify the underlying motivation of the workers. However, when we examine the evolution of the design and impact of the scheme, we conclude that the standard principal-agent model best explains the patterns in our data.
Number of Pages in PDF File: 42 Keywords: Team incentives, multi-task, fairness, reciprocity JEL Classification: C23, C72, J33, M52 working papers seriesDate posted: February 11, 2010Suggested CitationContact Information
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