Leader Effects in Competition among Teams: Evidence from a Field Intervention

Pablo Casas-Arce, F. Asís Martínez-Jerez

Research output: Contribution to journalArticlepeer-review


This paper investigates whether leadership style moderates the effect of leader incentives on the performance of teams. In collaboration with a Latin-American bank, we engineered a field experiment by designing a series of contests among the bank branches with varying prize structures. We find evidence that providing explicit incentives to team leaders has a positive effect on team performance. However, the effect of incentives differs based on the manager's leadership style and team characteristics. Leader incentives are less effective for managers who inspire their team by appealing to higher values than for managers who motivate performance through rewards and penalties.

Original languageEnglish (US)
Pages (from-to)99-122
Number of pages24
JournalAccounting Review
Issue number1
StatePublished - Jan 2022


  • culture
  • incentives
  • leadership
  • teams
  • tournaments

ASJC Scopus subject areas

  • Accounting
  • Finance
  • Economics and Econometrics


Dive into the research topics of 'Leader Effects in Competition among Teams: Evidence from a Field Intervention'. Together they form a unique fingerprint.

Cite this