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Goal Consensus, Subordinates’ Prior Performances, and Supervisors’ Resource Allocation Preferences

Table 2 Variable Definitions
Variable Definition
The number of senior salespersons to the total number of salespersons of branch
SENIOR i,t
office i in the t-th month of the year.
Natural log of advertising funding for branch i in the t-th month of the year.
ADV i,t
Unexpected portion of ratio of senior salespersons for branch i in the t-th month of
Ab_SENIOR i,t
the year; this denotes the residual term estimates from model (1).
Unexpected portion of advertising funding for branch i in the t-th month of the year;
Ab_ADV i,t
this denotes the residual term estimates from model (2).
Consensus index calculated from the AHP pairwise comparison between a regional
CONSENSUS i,t
manager and branch manager.
An indicator variable that equals 1 if the branch office’s (t-1)-th month of sales
PERF i,t-1
revenues are ranked in the top 25 percent of the sales revenues within the same
region and zero otherwise.
A categorical variable that equals 1 if a regional manager’s age is in group 1 (20–24
REGIONAL_AGE i,t
yr) and equals 5 if a regional manager’s age is in group 5 (40 yr and above).
An indicator variable that equals 1 if a regional manager is male and zero otherwise.
REGIONAL_GENDER i,t
Length of the regional manager’s service period in years as a regional manager in
REGIONAL_TENURE i,t
region i.
A categorical variable that equals 1 if a branch manager’s age is in group 1 (20–24
MGT_AGE i,t
yr) and equals 5 if a branch manager’s age is in group 5 (40 yr and above).
An indicator variable that equals 1 if a branch manager is male and zero otherwise.
MGT_GENDER i,t
Length of the branch manager’s service period in years as a branch manager in
MGT_TENURE i,t
branch office i.
Natural logarithm of the average property price per deal sold by branch office i in the
PRICE i,t
t-th month of the year.
Natural logarithm of monthly targeted sales revenues of branch i in the t-th month of
TARGET i,t
the year.
Total number of houses managed by branch office i in the t-th month of the year.
NUM_ENTRUST i,t
Total number of employees of branch office i in the t-th month of the year.
OFFICE_SIZE i,t
Number of years of existence of branch office i.
OFFICE_AGE i,t
Monthly employee turnover at branch i.
TURNOVER i,t
Total number of branch offices in the same region as branch office i in the t-th month
NUM_BRANCH i,t
of the year.
Natural logarithm of the number of monthly residential house transactions made in an
CYCLE i,t
administrative district classified by the Taiwan Construction and Planning Agency’s
Interior Ministry.
Taiwan residential housing price index in the administrative district of branch i,
INDEX i,t
classified by the Taiwan Construction and Planning Agency Ministry of the Interior.
MONTH Indicator variables representing months.
REGION Indicator variables that capture the regional fixed effect.

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