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030 Department Bulletin Papers = 本学紀要論文
*Hitotsubashi journal of economics
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Identifier to cite or link to this item: https://doi.org/10.15057/16517
Identifier to cite or link to this item: https://hdl.handle.net/10086/16517
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Title
Transforming Incentives : Analysis of Personnel and Employee Output Data in a Large Japanese Auto Sales Firm
Creator
Creator Name
Tsuru, Tsuyoshi
Tsuru, Tsuyoshi
都留, 康
都留, 康
Affiliation
Affiliation Name
Hitotsubashi University
Key Word
human resource management
personnel economics
automobile dealership
incentive
performance-based pay
performance rating
JEL
M12
M5
J31
J33
Abstract
This paper analyzes the economic consequences of performance-oriented human resource (HR) system reform at Auto Japan (pseudonym), one of the largest Japanese auto sales firms, using personnel and employee output data. The author overviews the three major components of the HR reform: base wages, performance-based pay, and performance rating systems. Then the author examines the productivity effect of the reform. The performance-based pay system was changed from combining a base wage with a simple performance pay system to a scheme kinked around a draw line (representing aggregate base pay) to strengthen incentives. The introduction of the draw formula performance-based pay system raised the productivity of the new car sales staff, but generally failed to raise the productivity of the used car sales staff. The evidence suggests that while Auto Japan's performance-oriented HR system reform, which was typical of reforms instituted among major Japanese firms in the late 1990s, changed the wage structure and grading pattern of employees, it brought only slight improvement in individual productivity.
Publisher
Hitotsubashi University
Issued Date
2008-12
Language
English(eng)
Resource Type
departmental bulletin paper
Version Type
VoR
selfDOI
10.15057/16517
ISSN
0018-280x
NCID
AA00207547
Source Title
Hitotsubashi Journal of Economics
Volume Number
49
Issue Number
2
Page Start
109
Page End
132
Appears in Collections
Vol. 49, no. 2 (Dec. 2008)
URL
https://hdl.handle.net/10086/16517
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