Self-Selected Sales Incentives: Evidence of their Effectiveness, Persistence, Durability, and Underlying Mechanisms

2018 ◽  
Vol 82 (5) ◽  
pp. 106-124 ◽  
Author(s):  
Raghu Bommaraju ◽  
Sebastian Hohenberg
Keyword(s):  
Field Experiments ◽  
Field Studies ◽  
Relative Strength ◽  
The Self ◽  
Incentive Scheme ◽  
Past Performance ◽  
Fortune 500 Companies ◽  
Sales Incentives ◽  
Sales Employees ◽  
Underlying Mechanisms

Drawing on goal-setting theory, this study develops a new self-selected incentive scheme. Within this scheme, a sales employee chooses an individualized goal–reward level combination from a menu the firm proposes given the employee's past performance. To test the effects of the self-selected incentive scheme, the authors conducted two field experiments at two Fortune 500 companies. Results of both experiments show that, compared with two equivalent quota systems, sales employees’ performance increased substantially under the self-selected incentive scheme. In addition, findings reveal that the performance increase induced by this scheme is substantially greater for sales employees with a high variation in past performance and for employees with a low past-performance level. Moreover, the authors find that the effects of the self-selected incentive scheme not only are durable when offered again but also persist after the scheme is discontinued. Through two additional online experiments, the authors extend the findings of the field studies, isolate the self-selected incentive scheme's three underlying mechanisms, and examine each mechanism's relative strength.

Comparative rates of emergence and leaf appearance in wild oats (Avena fatua), winter barley (Hordeum sativum) and winter wheat (Triticum aestivum)

1992 ◽  
Vol 118 (2) ◽  
pp. 149-156 ◽  
Author(s):  
R. D. Cousens ◽  
M. P. Johnson ◽  
S. E. Weaver ◽  
T. D. Martin ◽  
A. M. Blair
Keyword(s):  
Winter Wheat ◽  
Field Experiments ◽  
Field Studies ◽  
Sowing Date ◽  
Avena Fatua ◽  
Winter Barley ◽  
Rate Of Change ◽  
Wild Oats ◽  
Underlying Mechanisms ◽  
Leaf Appearance

SUMMARYWinter barley cv. Igri, winter wheat cv. Avalon and spring wild oats (Avena fatua) were studied in monocultures in pots and in the field. The field experiments were located near Bristol and Bury St Edmunds in 1988/89. Pot sowings were monthly, whereas there was a single sowing date for each of the two field locations. Base temperatures for emergence in pots were 2·2, 1·3 and 2·3 °C for barley, wheat and A. fatua respectively. Barley was consistently the fastest to emerge. Leaf number was strongly correlated with photothermal time from emergence, with barley producing leaves at the greatest rate. Base temperatures for leaf appearance were −6, −5 and −3 °C for barley, wheat and A. fatua respectively. The field studies confirmed the ranking of the species based on the pot experiments. Both a model based on photothermal time and one based on rate of change of daylength at emergence gave good descriptions of the data. It is argued that correlations of rates of development with individual environmental variables are not sufficient to deduce the underlying mechanisms.

scholarly journals Evaluating the Impact of Two Generalist Predators on the Leafhopper Erasmoneura vulnerata Population Density

Insects ◽  
2021 ◽  
Vol 12 (4) ◽  
pp. 321
Author(s):  
Stefan Cristian Prazaru ◽  
Giulia Zanettin ◽  
Alberto Pozzebon ◽  
Paola Tirello ◽  
Francesco Toffoletto ◽  
...  
Keyword(s):  
Field Experiments ◽  
Field Studies ◽  
Generalist Predators ◽  
Predator Species ◽  
Potted Plants ◽  
Naturally Occurring ◽  
Orius Majusculus ◽  
Limited Effectiveness ◽  
Pest Outbreaks ◽  
The Impact

Outbreaks of the Nearctic leafhopper Erasmoneura vulnerata represent a threat to vinegrowers in Southern Europe, in particular in North-eastern Italy. The pest outbreaks are frequent in organic vineyards because insecticides labeled for organic viticulture show limited effectiveness towards leafhoppers. On the other hand, the naturally occurring predators and parasitoids of E. vulnerata in vineyards are often not able to keep leafhopper densities at acceptable levels for vine-growers. In this study, we evaluated the potential of two generalist, commercially available predators, Chrysoperla carnea and Orius majusculus, in suppressing E. vulnerata. Laboratory and semi-field experiments were carried out to evaluate both species’ predation capacity on E. vulnerata nymphs. The experiments were conducted on grapevine leaves inside Petri dishes (laboratory) and on potted and caged grapevines (semi-field); in both experiments, the leaves or potted plants were infested with E. vulnerata nymphs prior to predator releases. Both predator species exhibited a remarkable voracity and significantly reduced leafhopper densities in laboratory and semi-field experiments. Therefore, field studies were carried out over two growing seasons in two vineyards. We released 4 O. majusculus adults and 30 C. carnea larvae per m2 of canopy. Predator releases in vineyards reduced leafhopper densities by about 30% compared to the control plots. Results obtained in this study showed that the two predators have a potential to suppress the pest density, but more research is required to define appropriate predator–prey release ratios and release timing. Studies on intraguild interactions and competition with naturally occurring predators are also suggested.

scholarly journals Metalearners for estimating heterogeneous treatment effects using machine learning

2019 ◽  
Vol 116 (10) ◽  
pp. 4156-4165 ◽  
Author(s):  
Sören R. Künzel ◽  
Jasjeet S. Sekhon ◽  
Peter J. Bickel ◽  
Bin Yu
Keyword(s):  
Machine Learning ◽  
Treatment Effects ◽  
Field Experiments ◽  
Average Treatment Effect ◽  
Regularity Conditions ◽  
Heterogeneous Treatment Effects ◽  
Lipschitz Continuous ◽  
Additive Regression ◽  
Underlying Mechanisms ◽  
And Control

There is growing interest in estimating and analyzing heterogeneous treatment effects in experimental and observational studies. We describe a number of metaalgorithms that can take advantage of any supervised learning or regression method in machine learning and statistics to estimate the conditional average treatment effect (CATE) function. Metaalgorithms build on base algorithms—such as random forests (RFs), Bayesian additive regression trees (BARTs), or neural networks—to estimate the CATE, a function that the base algorithms are not designed to estimate directly. We introduce a metaalgorithm, the X-learner, that is provably efficient when the number of units in one treatment group is much larger than in the other and can exploit structural properties of the CATE function. For example, if the CATE function is linear and the response functions in treatment and control are Lipschitz-continuous, the X-learner can still achieve the parametric rate under regularity conditions. We then introduce versions of the X-learner that use RF and BART as base learners. In extensive simulation studies, the X-learner performs favorably, although none of the metalearners is uniformly the best. In two persuasion field experiments from political science, we demonstrate how our X-learner can be used to target treatment regimes and to shed light on underlying mechanisms. A software package is provided that implements our methods.

scholarly journals The watching eyes effect on charitable donation is boosted by fewer people in the vicinity

2016 ◽  
Vol 7 (2) ◽  
pp. 9-12
Author(s):  
Ryo Oda ◽  
Ryota Ichihashi
Keyword(s):  
Field Study ◽  
Charitable Giving ◽  
Field Experiments ◽  
Field Studies ◽  
Prosocial Behaviors ◽  
Charitable Donation ◽  
Charitable Donations ◽  
Large Groups

Previous field experiments have found that artificial surveillance cues facilitated prosocial behaviors such as charitable donations and littering. Several previous field studies found that the artificial surveillance cue effect was stronger when few individuals were in the vicinity; however, others reported that the effect was stronger in large groups of people. Here, we report the results of a field study examining the effect of an artificial surveillance cue (stylized eyes) on charitable giving. Three collection boxes were placed in different locations around an izakaya (a Japanese-style tavern) for 84 days. The amount donated was counted each experimental day, and the izakaya staff provided the number of patrons who visited each day. We found that the effect of the stylized eyes was more salient when fewer patrons were in the izakaya. Our findings suggest that the effect of the artificial surveillance cue is similar to that of “real” cues and that the effect on charitable giving may weaken when people habituate to being watched by “real” eyes. 

scholarly journals Theoretical interpretation of fetch limited wind-drivensea observations

2005 ◽  
Vol 12 (6) ◽  
pp. 1011-1020 ◽  
Author(s):  
V. E. Zakharov
Keyword(s):  
Gravity Waves ◽  
Wave Breaking ◽  
Field Studies ◽  
The Self ◽  
Theoretical Interpretation ◽  
Simple Analytical Model ◽  
Surface Gravity Waves ◽  
Interaction Terms ◽  
Self Similar ◽  
Similar Solutions

Abstract. We show that the results of major fetch limited field studies of wind-generated surface gravity waves on deep water can be explained in the framework of simple analytical model. The spectra measured in these experiments are described by self-similar solutions of ``conservative" Hasselmann equation that includes only advective and nonlinear interaction terms. Interaction with the wind and dissipation due to the wave breaking indirectly defines parameters of the self-similar solutions.

scholarly journals Optimizing Sowing Depth of Tef for Irrigated Mediterranean Conditions: From Laboratory to Field Studies

Agronomy ◽  
2020 ◽  
Vol 10 (12) ◽  
pp. 1983
Author(s):  
Shiran Ben-Zeev ◽  
Shane Kerzner ◽  
Onn Rabinovitz ◽  
Yehoshua Saranga
Keyword(s):  
Field Experiments ◽  
Field Studies ◽  
Field Trials ◽  
Eragrostis Tef ◽  
Sowing Depth ◽  
New Crops ◽  
Different Depths ◽  
Plant Emergence ◽  
Increasing Demand ◽  
Mediterranean Conditions

Developing new crops adapted to arid conditions is a promising approach to meet the increasing demand for food production under expanding aridity. Tef [Eragrostis tef (Zucc.) Trotter] is a C4 cereal crop cultivated mainly in Ethiopia and the Horn of Africa, and known for its high resilience to stressful environments. Due to their tiny size, tef seeds are traditionally sown by broadcasting and lightly covering with soil. Under semiarid Mediterranean conditions, a deeper sowing may guarantee seedling establishment while saving on irrigation water. The objective of this study was, therefore, to determine the effects of sowing depth on tef emergence, development, lodging, and productivity. Tef seeds were sown at different depths in test tubes and pots, and in two field experiments. In tubes and pots, time from sowing to emergence increased about twofold and emergence rate decreased in the deepest sowing (3 cm) treatment compared to controls (0 cm). In the pot and field trials, deep sowing (3 cm) significantly reduced plant height, shoot and root biomass, and lodging. Sowing depths of 1–2 cm allowed successful plant establishment while not exacting penalties on plant emergence or development; hence this range appears to be optimal for sowing irrigated tef.

The fate of detergent surfactants in sewer systems

1995 ◽  
Vol 31 (7) ◽  
pp. 321-328 ◽  
Author(s):  
E. Matthijs ◽  
G. Debaere ◽  
N. Itrich ◽  
P. Masscheleyn ◽  
A. Rottiers ◽  
...  
Keyword(s):  
Fatty Alcohol ◽  
Half Life ◽  
Laboratory Tests ◽  
Field Experiments ◽  
Sewage Treatment ◽  
Field Studies ◽  
Municipal Sewage ◽  
Alcohol Ethoxylate ◽  
Rapid Reduction ◽  
Laboratory Findings

The fate of detergent surfactants in the sewer can be studied both in laboratory tests and in field experiments. The laboratory studies can be used to determine the rate of disappearance of a test molecule as a function of residence time and estimate its half-life in a given habitat. In addition, important information can be obtained on the mechanism of degradation. Field studies can determine the actual environmental concentrations of surfactants in raw sewage which can then be compared with the expected concentration based on consumption volumes. The difference between the measured and predicted concentration provides an estimate for the disappearance of the test chemical during its travel in the sewer and confirms the results of the laboratory tests. This paper focuses on the fate of a number of important representative anionic, nonionic and cationic surfactants, in the sewer. The results of laboratory die-away studies showed that, in general, the half-life for disappearance in the sewer was in the order of hours for Fatty Alcohol Ethoxylate (AE), Fatty Alcohol Ethoxy Sulphate (AES) and Di-Ethyl-Ester Di-methyl-Ammonium Chloride (DEEDMAC). These laboratory findings for AES were confirmed by monitoring actual raw sewage reaching municipal sewage treatment plants. In addition, a field study demonstrated that the concentration of glucose amides (GA) is considerably reduced during its travel in the sewer. These complementary laboratory and field studies provide key information for the safety assessment of surfactants. They demonstrate that the concentration of surfactants can be significantly reduced in the sewer resulting in a rapid reduction of the environmental loading, which is particularly important in environmental situations where inadequate or no sewage treatment exists.

scholarly journals Curable Area Substantiation of Self-Healing in Concrete Using Neutral Axis

2019 ◽  
Vol 9 (8) ◽  
pp. 1537 ◽  
Author(s):  
Choonghyun Kang ◽  
Taewan Kim
Keyword(s):  
Neutral Axis ◽  
The Self ◽  
Strain Gauges ◽  
Self Healing ◽  
Distinct Area ◽  
Before And After ◽  
Strength And Stiffness ◽  
Underlying Mechanisms ◽  
Healing Assessment ◽  
Physical Recovery

The self-healing nature of concrete has been proved in many studies using various methods. However, the underlying mechanisms and the distinct area of self-healing have not been identified in detail. This study focuses on the limits of the area of self-healing. A bending specimen with a notch is used herein, and its flexural strength and stiffness before and after healing are compared and used for self-healing assessment. In addition, the neutral axis of the specimen was measured using successive strain gauges attached to the crack propagation part. Although the strength and stiffness of the concrete recovered after self-healing, the change in the location of the neutral axis before and after healing was insignificant, which indicates that physical recovery did not occur for once-opened crack areas.

Foliar and Root Absorption of Atrazine Applied Postemergence to Giant Foxtail

Weed Science ◽  
1969 ◽  
Vol 17 (2) ◽  
pp. 251-256 ◽  
Author(s):  
Lafayette Thompson ◽  
F. W. Slife
Keyword(s):  
Field Experiments ◽  
Soil Surface ◽  
Dry Weight ◽  
Field Studies ◽  
Simulated Rainfall ◽  
Root Absorption ◽  
Giant Foxtail ◽  
Setaria Faberii ◽  
Chamber Studies ◽  
Growth Chamber Studies

In growth chamber studies, high relative humidity and rewetting crystalline spray deposits of 2-chloro-4-ethylamino-6-isopropylamino-s-triazine (atrazine) increased absorption by and phytotoxicity to giant foxtail (Setaria faberii Herrm.), but phytotoxicity was restricted to expanded (unrolled) leaves unless some atrazine was absorbed by the roots. Though phytotoxicity was increased by simulated rainfall when root absorption was prevented, an appreciable number of the plants were killed only when atrazine residues were washed into the soil. In field studies, atrazine applied to a wet soil surface was as effective as the same rate of atrazine foliarly applied. In other field experiments, atrazine applied to giant foxtail on a wet soil and followed by simulated rainfall reduced stand and dry weight, but on a dry soil and not followed by simulated rainfall, atrazine reduced dry weight less and did not reduce stand. These results are due to root absorption of atrazine from wet soil. Spray additives increased phytotoxicity.

Field studies of cadmium in potatoes (Solanum tuberosum L.) I. Effects of lime and phosphorus on cv. Russet Burbank

1993 ◽  
Vol 44 (4) ◽  
pp. 845 ◽  
Author(s):  
LA Sparrow ◽  
AA Salardini ◽  
AC Bishop
Keyword(s):  
Field Experiments ◽  
Solanum Tuberosum L ◽  
Field Studies ◽  
Russet Burbank ◽  
Oxide Content ◽  
Triple Superphosphate ◽  
Ph Change ◽  
P Fertilizer ◽  
Fourth Experiment ◽  
Cd Availability

Field experiments were conducted at three sites on basaltic krasnozems to examine cadmium (Cd) responses of Russet Burbank potatoes to different rates of broadcast lime and banded phosphorus (P). Double superphosphate (DSP, containing 15 and 90 mg Cd kg-1) and triple superphosphate (TSP, 12 mg Cd kg-1)) were the sources of P. In a fourth experiment, lime was banded with the basal fertilizer. Despite producing a range of topsoil pH (1:5 H20) of 5.2 to 7.1, broadcast lime had no effect on tuber Cd concentrations. Lime had no effect when banded with the basal fertilizer, and the practice did not adversely affect yields. With broadcast lime, Cd availability from the fertilizer band may have been unaffected. However, there were also no lime x P interactions at any site, suggesting that lime also had no effect on the availability of Cd in the soil. It is possible that Tasmanian krasnozems, with their high organic matter and iron oxide content, restrict the availability of Cd in the soil such that pH change exerts little net influence on Cd availability. Increasing amounts of Cd applied in P fertilizer increased tuber Cd concentrations significantly, but the increases were less per unit of P than those found previously when TSP with 151 mg Cd kg-1) was used.

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