Internal Organization and the Performance-based Wage : Comparative Study of Wage Scheme in the Car Dealers

2015 Fiscal Year Final Research Report

• Project/Area Number: 24402017
• Research Category: Grant-in-Aid for Scientific Research (B)
• Allocation Type: Partial Multi-year Fund
• Section: 海外学術
• Research Field: Applied economics
• Research Institution: Kyoto University
• Principal Investigator: KIKUTANI TATSUYA 京都大学, 経済学研究科(研究院), 准教授 (80183789)
• Co-Investigator(Kenkyū-buntansha): SHIOCHI Hiromi 京都大学, 経済学研究科, 教授 (60215944)
• Project Period (FY): 2012-04-01 – 2016-03-31
• Keywords: 賃金制度 / 成果主義賃金 / 職務編成 / 技能蓄積 / 内部組織 / 自動車ディーラー / 比較制度分析 / 制度的補完性

Outline of Final Research Achievements

Through the comparative study of wage and reward schemes in car dealers between the developing markets in Asian countries and the developed matured markets, the following differences are pointed out. In the developing markets, workers tend to turnover easily their jobs according to the outside wage level in the labor market. They do not invest their efforts to human capital to improve their skills for selling, which lead to their low performances and the high turnover rate. There exist institutional complementarities among them. To the contrary, in the developed matured markets the sales persons are inclined to stay with one company for long, and they are capitalized in the dealer companies by the human investments for the sales skills. Therefore an internal promotion scheme is prepared as long-term incentive device, whereas the performance-based wage scheme is provided as short-term incentive device.

Free Research Field

組織の経済学