Target ratcheting and effort reduction

被引：76

作者：

Bouwens, Jan ^{[1
]}

Kroos, Peter ^{[2
]}

机构：

[1] Tilburg Univ, Dept Accountancy, NL-5000 LE Tilburg, Netherlands

[2] Vrije Univ Amsterdam, Dept Accounting, NL-1081 HV Amsterdam, Netherlands

来源：

JOURNAL OF ACCOUNTING & ECONOMICS | 2011年 / 51卷 / 1-2期

关键词：

Target setting; Ratchet effect; Manipulating real economic activities; PERFORMANCE STANDARDS; MANIPULATION; EARNINGS;

D O I：

10.1016/j.jacceco.2010.07.002

中图分类号：

F8 [财政、金融];

学科分类号：

0202 ;

摘要：

In this paper, we examine how retail store managers reduce their sales activity in response to target ratcheting. We find that managers with favorable sales performance in the first three quarters reduce their sales activity in the final quarter. We also document that managers who engage in sales reducing activities enhance their likelihood of meeting their next-year sales target, which is based on their current sales. That is, managers who reduce their sales activity in the final quarter are more likely to beat their next-year sales targets than managers who refrain from reducing their final-quarter sales. (C) 2010 Elsevier B.V. All rights reserved.

引用

页码：171 / 185

页数：15