Bank Branch Sales Productivity Data from a Management Field Experiment

A field experiment dataset analyzes the motivational effects of Management by Walking Around (MBWA) in a Latin American bank's retail division. The study found a significant ten percent increase in branch sales productivity following a management visit, with effects persisting for at least one month. The research was conducted by F. Asís Martínez-Jerez of Arizona State University.

Use Cases

• Measuring the impact of unstructured management visits on sales productivity based on the described field experiment.
• Analyzing the persistence of productivity effects over time based on the one-month effect window mentioned.
• Investigating the relationship between branch distance from headquarters and incentive effects based on the described null finding.
• Modeling productivity outcomes in retail banking based on management intervention data.

Strengths

• Based on a controlled field experiment, which suggests a structured research design.
• Reports a specific, quantified effect: a ten percent increase in sales productivity.
• Documents a temporal effect persistence of at least one month.

Limitations

• Row count is unknown, which may limit suitability assessment.
• Column-level documentation is absent; field semantics must be inferred after download.
• Data may reflect geographic and institutional bias inherent to a single medium-sized bank in Latin America.

Provenance

Source

F. Asís Martínez-Jerez, Arizona State University

Collection Method

Field experiment conducted in the retail division of a medium-sized bank.

Geography

Latin America (specific country not stated)