The Behavioral Promise and Pitfalls in Compensating Store Managers

Compensation systems have rapidly been shifting away from a fixed wage contractual payment basis. Many companies today are creating incentive compensation contracts to reward hard-working employees for jobs done well. Profit sharing (“sharing compensation contract”) and target with bonus (“target compensation contract”) are two common performance-based compensation contracts prevalent in business. We theoretically and behaviorally study the sharing and target compensation contracts in an operational context where a firm sets the parameters of the compensation contracts and a store manager, after observing the compensation contract offered to him, chooses his effort level (unobservable by the firm) and makes ordering decisions for the store. Our experimental data suggest systematic deviations from the theoretical benchmark and reveal behavioral promise and pitfalls under the two compensation contracts. In particular, the store manager is more willing to exert high effort under the target contract all else being equal. However, the store manager is also more likely to punish the firm for perceived “unfair” offers by submitting an extremely low order quantity. We find that bounded rationality plays an important role in driving a higher effort rate under the target contract than the sharing contract. We introduce a new formulation of the fairness concerns, which is referred to as by-state fairness, where individuals, rather than considering whether the expected profits received are fair, consider the fairness in the potential realized outcomes. This new formulation explains why managers are more likely to order very little to punish the firm under the target contract. In addition, we conduct validation experiments to verify our behavioral explanation. This paper was accepted by Jayashankar Swaminathan, operations management.

Analisis Transaksi Menggunakan Go-Pay Pada Kedai Bakso Di Kota Malang

Go-Pay is a form of Fintech, which is currently a trend both in terms of equipment and business. Its practical, safe and easy use encourages people to use this service. Go-Pay is currently aspired to be a one-stop service application where users can order various types of services from just one application.The purpose of this study was to determine how the pattern of use of Go-Pay by Kedai Bakso and the factors that support and inhibit its use. To get these results, Adaptive Structuration Theory (AST) is used because the structure contained in this model can be modified according to the needs of the object under study In implementing fintech, there were needs that had arisen before the store manager finally decided to implement fintech. The decision was supported by offers from service providers, as well as information from fellow business actors. After implementing fintech, costs arise as a result of implementing services. So businesses need to make price adjustments to their products. In the end, businesses maintain services that benefit their business. Keyword: fintech, payment, transaction, umkm

Employee Relations Dalam Isu Penutupan Perusahaan (Studi Kasus Gerai Matahari Di Mall Pluit Village)

Gerai Matahari adalah sebuah jaringan toko yang menjual baju dan pakaian lainnya. Dalam beberapa tahun terakhir Matahari marak dengan isu penutupan gerainya di Jakarta dan beberapa daerah di Indonesia. Employee Relations adalah sebuah proses mengatur dan memelihara hubungan harmonis antara pihak manajemen perusahaan dengan karyawan. Employee Relations sangat penting dilakukan karena dapat menciptakan iklim perusahaan yang sehat dan positif. Secara tidak langsung kegiatan employee relations dapat mempengaruhi hubungan yang harmonis antara perusahaan dan karyawan. Tujuan penelitian ini adalah untuk mengetahui bagaimana kegiatan employee relations dalam menangani isu penutupan gerai matahari tersebut. Teori yang digunakan dalam penelitian ini adalah Employee Relations dan Public Relations. Metode penelitian yang digunakan dalam penelitian ini adalah kualitatif dengan mewawancarai Store Manager, Assistant Store Manager dan Personalia Supervisor Gerai Matahari Pluit Village. Hasil temuan dari penelitian ini menunjukkan bahwa kegiatan employee relations berperan penting dalam membangun hubungan baik karyawan Gerai Matahari Mall Pluit Village. Hal ini bisa memberi ketenangan bagi internal karyawan di tengah isu penutupan Gerai Matahari.

Is Seeing Eye to Eye Always Beneficial? How and When (Dis)agreement on Service Climate Influences Store Turnover and Sales Performance

This study examines the effect of (dis)agreement between the employees and their store manager regarding service climate on store-level turnover and subsequently sales performance. In addition, we test the moderating effect of perceived employee fit with customers on these relationships. Using polynomial regression and response surface methodology with data from 753 frontline employees and 125 managers nested in 125 stores, we found that collective turnover is lower when the store manager and the employees both perceive (vertical agreement) that customer service is prioritized at moderate levels. However, turnover is higher when managers and employees do not agree on the level of the service climate (vertical disagreement). The results indicate that the beneficial effect of vertical service climate agreement on turnover was higher when perceived employee-customer fit was high. The detrimental effect of vertical service climate disagreement on turnover was reduced when the strength of employees’ service climate was strong (high horizontal agreement). Furthermore, our examination found that the level of turnover in stores was negatively related to sales performance and that the effect of vertical service climate agreement on sales performance was conditional on the degree of perceived employee-customer fit.

PENERAPAN DATA MINING UNTUK ANALISIS POLA BELANJA KONSUMEN MENGGUNAKAN ALGORITMA APRIORI PADA MALL CPM JAKARTA

Companies engaged in retail such as malls that have a lot of transaction data and sales transactions that are very much. Every purchase transaction made by consumers will be recorded and purchased in one database. Processing data in this study was carried out using a priori algorithm and using the help of the Weka application. The results of data mining in this study are expected to be able to produce new information about spending patterns in a certain period that can be used by the mall manager and store manager to support each related product promotion or organizing an event to increase the number of consumers in a certain period.