Study Bellet et al. (2019): study GB 2017
- Public
- Sales workers, UK, followed 6 month 2017
- Survey name
- Unnamed study
- Sample
- Respondents
- N = 12549
- Non Response
- 63%
- Assessment
- Questionnaire: Conputer Assisted Web Interview (CAWI)
Correlate
- Authors's Label
- Sales performance
- Our Classification
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-
- Remarks
- Detailed individual-level administrative data from the firm.
- Distribution
- Mean = 25.57; SD = 19.55
- Related specification variables
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-
- Operationalization
- The number of weekly sales, which including new sales to a new or existing customer and re-contracting sales.
Observed Relation with Happiness
- very happy +6% (01)
- happy +4% (01)
- neutral (reference)
- unhappy -5% (01)
- very unhappy -6% (01)
13% difference in productivity between very happy and very unhappy weeks
Effect varied across tasks
- upgrade and re-contracting: b-iv = +.32(05)
- regular order taking b-iv = -.01(ns)
- advisory contacts b-iv = +.16(ns)
Effect was in efficiency at work
- minutes per hour
- adhering more closely to workflow schedule
- more calls converted into sale
not in amount of work
- attendance
- overtime work
- paid vacation
- breaks (paid and unpaid)
with the exception of less day sick
b-fix controled for
- week fixed effects
- individual fixed effects
- age
- gender
- years tenure
- average happiness
- high performance pay
- multi-tasking
- customer satisfaction