How Much Does Your Boss Make? The Effects of Salary Comparisons

The vast majority of the pay inequality in organizations comes from differences in pay between employees and their bosses. But are employees aware of these pay disparities? Are employees demotivated by this inequality? To address these questions, we conducted a natural field experiment with a sample of 2,060 employees from a multibillion-dollar corporation in Southeast Asia. We make use of the firm’s administrative records alongside survey data and informationprovision experiments. First, we document large misperceptions among employees about the salaries of their managers and smaller but still significant misperceptions of the salaries of their peers. Second, we show that these perceptions have a significant causal effect on the employees’ own behavior. When they find out that their managers earn more than they thought, employees work harder on average. In contrast, employees do not work as hard when they find out that their peers earn more. We provide suggestive evidence of the underlying causal mechanisms, such as career concerns and social preferences. We conclude by discussing the implications of pay inequality and pay transparency. Zoë Cullen Rock Center 210 Harvard Business School 60 N. Harvard Boston, MA 02163 and NBER zcullen@hbs.edu Ricardo Perez-Truglia Haas School of Business University of California, Berkeley 545 Student Services Building #1900 Berkeley, CA 94720-1900 and NBER ricardotruglia@berkeley.edu A data appendix is available at http://www.nber.org/data-appendix/w24841