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Correlational findings

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: web

Correlate

Authors's Label
Sales performance
Our Classification
Remarks
Detailed individual-level administrative data from the firm.
Distribution
Mean = 25.57; SD = 19.55
Related specification variables
Operationalization
The number of weekly sales, which including new sales to a new or existing customer and re-contracting sales.

Observed Relation with Happiness

Happiness Measure Statistics Elaboration / Remarks M-FH-cw-sqr-f-5-a b-fix = +.04 p < .01 Weekly happiness (1-5) by weekly sales
- 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)
M-FH-cw-sqr-f-5-a b-fix = +.08 p < .01 Weekly happiness (ln) by weekly sales

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
M-FH-cw-sqr-f-5-a b-IV-F = +.24 p < .05 Weekly happiness (1-5) by weekly sales, using local weather as an instrumental variable