On the Clock: Are Retail Sales People Getting a Raw Deal?

http://knowledge.wharton.upenn.edu/article.cfm?articleid=2066
Author: Knowledge@Wharton
Source: Wharton School of the University of Pennsylvania
Year: 2008

[This document has not yet been rated] [You must be signed in as faculty to rate this document]   1110 views

Abstract:

Ann Taylor Stores -- a New York-based retailer of upscale women's clothing -- is using a new computer scheduling system that assigns the busiest and most desirable hours to employees with the strongest sales numbers. Those with less success on the selling floor get far fewer and less desirable hours when new schedules are posted.
Building on success in controlling inventory and other retail operations, new software programs are being used to manage another critical asset for stores -- sales people. While the systems can help improve productivity, Wharton faculty and others warn that they are no substitute for hands-on management when it comes to dealing with employees.