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Workplace Knowledge Flows

Author

Listed:
  • Jason Sandvik
  • Richard Saouma
  • Nathan Seegert
  • Christopher T. Stanton
Abstract
What prevents the spread of information among coworkers, and which management practices facilitate workplace knowledge flows? We conducted a field experiment in a sales company, addressing these questions with three active treatments. (1) Encouraging workers to talk about their sales techniques with a randomly chosen partner during short meetings substantially lifted average sales revenue during and after the experiment. The largest gains occurred for those matched with high-performing coworkers. (2) Worker-pairs given incentives to increase joint output increased sales during the experiment but not afterward. (3) Worker-pairs given both treatments had little improvement above the meetings treatment alone. Managerial interventions providing structured opportunities for workers to initiate conversations with peers resulted in knowledge exchange; incentives based on joint output gains were neither necessary nor sufficient for knowledge transmission.

Suggested Citation

  • Jason Sandvik & Richard Saouma & Nathan Seegert & Christopher T. Stanton, 2020. "Workplace Knowledge Flows," NBER Working Papers 26660, National Bureau of Economic Research, Inc.
    • Handle: RePEc:nbr:nberwo:26660
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    6. Brendon McConnell, 2023. "What's Logs Got to do With it: On the Perils of log Dependent Variables and Difference-in-Differences," Papers 2308.00167, arXiv.org, revised Aug 2023.
    7. Jannati, Sima, 2024. "The ripple effect of all-star females: Knowledge spillover and improved analyst performance," Journal of Empirical Finance, Elsevier, vol. 77(C).
    8. Lea Heursen & Svenja Friess & Marina Chugunova, 2023. "Reputational Concerns and Advice-Seeking at Work," Rationality and Competition Discussion Paper Series 447, CRC TRR 190 Rationality and Competition.
    9. Liu, Crocker H. & Rosenthal, Stuart S. & Strange, William C., 2024. "Agglomeration Economies and the Built Environment: Evidence from Specialized Buildings and Anchor Tenants," Journal of Urban Economics, Elsevier, vol. 142(C).
    10. Andrews, Michael J. & Whalley, Alexander, 2022. "150 years of the geography of innovation," Regional Science and Urban Economics, Elsevier, vol. 94(C).
    11. Kathrin Manthei & Dirk Sliwka & Timo Vogelsang, 2023. "Talking About Performance or Paying for It? A Field Experiment on Performance Reviews and Incentives," Management Science, INFORMS, vol. 69(4), pages 2198-2216, April.
    12. Filippo Belloc & Gabriel Burdin & Fabio Landini, 2020. "Corporate Hierarchies and Labor Institutions," Department of Economics University of Siena 827, Department of Economics, University of Siena.
    13. Menzel, Andreas, 2021. "Knowledge exchange and productivity spill-overs in Bangladeshi garment factories," Journal of Economic Behavior & Organization, Elsevier, vol. 185(C), pages 721-746.
    14. Belloc, Filippo & Burdin, Gabriel & Landini, Fabio, 2020. "Corporate Hierarchies under Employee Representation," IZA Discussion Papers 13717, Institute of Labor Economics (IZA).
    15. Brox, Enzo & Krieger, Tommy, 2022. "Birthplace diversity and team performance," Labour Economics, Elsevier, vol. 79(C).
    16. Julian V Johnsen & Hyejin Ku & Kjell G Salvanes, 2024. "Competition and Career Advancement," The Review of Economic Studies, Review of Economic Studies Ltd, vol. 91(5), pages 2954-2980.
    17. Alexander W. Bartik & Zoe B. Cullen & Edward L. Glaeser & Michael Luca & Christopher T. Stanton, 2020. "What Jobs are Being Done at Home During the Covid-19 Crisis? Evidence from Firm-Level Surveys," NBER Working Papers 27422, National Bureau of Economic Research, Inc.
    18. Hyun Seok (Huck) Lee & Saravanan Kesavan & Camelia Kuhnen, 2022. "When do group incentives for retail store managers work?," Production and Operations Management, Production and Operations Management Society, vol. 31(8), pages 3077-3095, August.
    19. Alhusen, Harm & Bennat, Tatjana & Bizer, Kilian & Cantner, Uwe & Horstmann, Elaine & Kalthaus, Martin & Proeger, Till & Sternberg, Rolf & Töpfer, Stefan, 2021. "A New Measurement Conception for the ‘Doing-Using-Interacting’ Mode of Innovation," Research Policy, Elsevier, vol. 50(4).

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    More about this item

    JEL classification:

    • J24 - Labor and Demographic Economics - - Demand and Supply of Labor - - - Human Capital; Skills; Occupational Choice; Labor Productivity
    • L23 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Organization of Production
    • M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation
    • M5 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics
    • M52 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Compensation and Compensation Methods and Their Effects
    • M53 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Training
    • M54 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Labor Management

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