Cornell University

During the fall semester, in-person concerts, events and lectures that involve outside guests will not be held, per the university’s COVID-19 travel and visitor policy.

This is a past event. Its details are archived for historical purposes.

The contact information may no longer be valid.

Please visit our current events listings to look for similar events by title, location, or venue.

Labor Economics Workshop: Sam Dodini

Monday, October 19, 2020 at 11:30am to 1:00pm

Virtual Event

Sam Dodini, Cornell University - Practice Job Talk

Making and Breaking Reference-Dependent Preferences: Evidence from Door-to-Door Sales

Abstract: This paper uses novel, comprehensive data from a pest control sales company to examine how principals affect reference dependence in a principal-agent setting. I provide evidence that lump-sum bonuses incentivize workers to set specific long-run expectations, which workers translate to daily performance references consistent with theories of goal-setting. Daily labor supply kinks significantly downward at candidate references during normal workdays. However, during individual rank-order tournaments, there is no such kink, and labor supply is notably flat across the reference. This is attributable to workers anchoring their labor supply to a new reference--their opponent--consistent with tournament theory. Individual rank-order tournaments strategically break reference dependence and increase labor supply in the gain domain. Through their choice of contract structure and short-run incentives, firms exert influence over the references workers set and therefore their daily labor supply choices.

Dial-In Information

If you are interested in participating in this seminar, please email Heather LaCombe at hra27@cornell.edu for Zoom information.

Subscribe
Google Calendar iCal Outlook
Event Type

Seminar, Class/ Workshop

Departments

Economics

Tags

economics, EconSeminar, EconLabor

Contact E-Mail

hra27@cornell.edu

Contact Name

Heather LaCombe

Speaker

Sam Dodini

Speaker Affiliation

Cornell University

Open To

Cornell Economics Community (List Serve Members)