{"id":"https://openalex.org/W2892293369","doi":"https://doi.org/10.1002/smj.2953","title":"Right on the money? The contingent effects of strategic orientation and pay system design on firm performance","display_name":"Right on the money? The contingent effects of strategic orientation and pay system design on firm performance","publication_year":2018,"publication_date":"2018-09-14","ids":{"openalex":"https://openalex.org/W2892293369","doi":"https://doi.org/10.1002/smj.2953","mag":"2892293369"},"language":"en","primary_location":{"id":"doi:10.1002/smj.2953","doi":"https://doi.org/10.1002/smj.2953","is_oa":false,"landing_page_url":"https://doi.org/10.1002/smj.2953","pdf_url":null,"source":{"id":"https://openalex.org/S102949365","display_name":"Strategic Management Journal","issn_l":"0143-2095","issn":["0143-2095","1097-0266"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Strategic Management Journal","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"green","oa_url":"https://doi.org/10.1002/smj.2953.","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5088407442","display_name":"Aino Tenhi\u00e4l\u00e4","orcid":"https://orcid.org/0000-0003-4406-3671","observed_orcids":["https://orcid.org/0000-0003-4406-3671"]},"institutions":[{"id":"https://openalex.org/I125068653","display_name":"IE University","ror":"https://ror.org/02jjdwm75","country_code":"ES","type":"education","lineage":["https://openalex.org/I125068653"]}],"countries":["ES"],"is_corresponding":true,"raw_author_name":"Aino Tenhi\u00e4l\u00e4","raw_affiliation_strings":["Department of Human Resource Management and Organizational Behavior IE Business School \u2013 IE University  Madrid Spain"],"raw_orcid":"https://orcid.org/0000-0003-4406-3671","affiliations":[{"raw_affiliation_string":"Department of Human Resource Management and Organizational Behavior IE Business School \u2013 IE University  Madrid Spain","institution_ids":["https://openalex.org/I125068653"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5018417185","display_name":"Tomi M. M. Laamanen","orcid":"https://orcid.org/0000-0001-5295-9377","observed_orcids":["https://orcid.org/0000-0001-5295-9377"]},"institutions":[{"id":"https://openalex.org/I202963720","display_name":"University of St.Gallen","ror":"https://ror.org/0561a3s31","country_code":"CH","type":"education","lineage":["https://openalex.org/I202963720"]}],"countries":["CH"],"is_corresponding":false,"raw_author_name":"Tomi Laamanen","raw_affiliation_strings":["Institute of Management, University of St. Gallen, St. Gallen, Switzerland"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Institute of Management, University of St. Gallen, St. Gallen, Switzerland","institution_ids":["https://openalex.org/I202963720"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":2,"corresponding_author_ids":["https://openalex.org/A5088407442"],"corresponding_institution_ids":["https://openalex.org/I125068653"],"apc_list":{"value":4250,"currency":"USD","value_usd":4250},"apc_paid":null,"fwci":2.0635,"has_fulltext":false,"cited_by_count":24,"citation_normalized_percentile":{"value":0.88839297,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":99},"biblio":{"volume":"39","issue":"13","first_page":"3408","last_page":"3433"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12843","display_name":"Human Resource and Talent Management","score":0.7964000105857849,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12843","display_name":"Human Resource and Talent Management","score":0.7964000105857849,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10797","display_name":"Accounting and Organizational Management","score":0.11879999935626984,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12815","display_name":"Management and Organizational Practices","score":0.030300000682473183,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/strategic-orientation","display_name":"strategic orientation","score":0.8230000138282776},{"id":"https://openalex.org/keywords/pay-system-design","display_name":"pay system design","score":0.9779999852180481},{"id":"https://openalex.org/keywords/firm-performance","display_name":"firm performance","score":0.8579999804496765},{"id":"https://openalex.org/keywords/growth-strategy","display_name":"growth strategy","score":0.6690000295639038},{"id":"https://openalex.org/keywords/base-salary","display_name":"base salary","score":0.8790000081062317},{"id":"https://openalex.org/keywords/overcompensation","display_name":"overcompensation","score":0.5490000247955322}],"concepts":[{"id":"https://openalex.org/C127576917","wikidata":"https://www.wikidata.org/wiki/Q624630","display_name":"Competitor analysis","level":2,"score":0.5998857617378235},{"id":"https://openalex.org/C165064840","wikidata":"https://www.wikidata.org/wiki/Q1321061","display_name":"Matching (statistics)","level":2,"score":0.5626018047332764},{"id":"https://openalex.org/C177562468","wikidata":"https://www.wikidata.org/wiki/Q182893","display_name":"Dispersion (optics)","level":2,"score":0.4876379072666168},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.48091909289360046},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.41145747900009155},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.40143778920173645},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.3992893099784851},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.37643080949783325},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.0},{"id":"https://openalex.org/C120665830","wikidata":"https://www.wikidata.org/wiki/Q14620","display_name":"Optics","level":1,"score":0.0},{"id":"https://openalex.org/C105795698","wikidata":"https://www.wikidata.org/wiki/Q12483","display_name":"Statistics","level":1,"score":0.0},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0}],"mesh":[],"locations_count":3,"locations":[{"id":"doi:10.1002/smj.2953","doi":"https://doi.org/10.1002/smj.2953","is_oa":false,"landing_page_url":"https://doi.org/10.1002/smj.2953","pdf_url":null,"source":{"id":"https://openalex.org/S102949365","display_name":"Strategic Management Journal","issn_l":"0143-2095","issn":["0143-2095","1097-0266"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1-star","ft50","jufo-3","norway-2","poland-200","russia-white-list-1","utd24","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Strategic Management Journal","raw_type":"journal-article"},{"id":"pmh:oai:alexandria.unisg.ch:20.500.14171/99951","doi":null,"is_oa":false,"landing_page_url":"https://www.alexandria.unisg.ch/handle/20.500.14171/99951","pdf_url":null,"source":{"id":"https://openalex.org/S4306400650","display_name":"Alexandria (UniSG) (University of St.Gallen)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I4210158813","host_organization_name":"St.Gallen University of Teacher Education","host_organization_lineage":["https://openalex.org/I4210158813"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"journal article"},{"id":"pmh:oai:repositorio.ie.edu:20.500.14417/3682","doi":null,"is_oa":true,"landing_page_url":"https://doi.org/10.1002/smj.2953.","pdf_url":null,"source":{"id":"https://openalex.org/S7407055216","display_name":"IE Repository","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"info:eu-repo/semantics/article"}],"best_oa_location":{"id":"pmh:oai:repositorio.ie.edu:20.500.14417/3682","doi":null,"is_oa":true,"landing_page_url":"https://doi.org/10.1002/smj.2953.","pdf_url":null,"source":{"id":"https://openalex.org/S7407055216","display_name":"IE Repository","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"info:eu-repo/semantics/article"},"sustainable_development_goals":[{"score":0.48510000109672546,"display_name":"Decent work and economic growth","id":"https://metadata.un.org/sdg/8"}],"study_designs":[],"awards":[{"id":"https://openalex.org/G2004176198","display_name":null,"funder_award_id":"260342","funder_id":"https://openalex.org/F4320321108","funder_display_name":"Academy of Finland"},{"id":"https://openalex.org/G7844073115","display_name":null,"funder_award_id":"108125","funder_id":"https://openalex.org/F4320321729","funder_display_name":"Ty\u00f6suojelurahasto"}],"funders":[{"id":"https://openalex.org/F4320321108","display_name":"Academy of Finland","ror":"https://ror.org/05k73zm37"},{"id":"https://openalex.org/F4320321729","display_name":"Ty\u00f6suojelurahasto","ror":"https://ror.org/02v046k89"},{"id":"https://openalex.org/F4320335061","display_name":"Kulttuurin ja Yhteiskunnan Tutkimuksen Toimikunta","ror":"https://ror.org/05k73zm37"}],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":69,"referenced_works":["https://openalex.org/W1015493792","https://openalex.org/W1481094962","https://openalex.org/W1575647204","https://openalex.org/W1765968196","https://openalex.org/W1826125016","https://openalex.org/W1898181217","https://openalex.org/W1965342274","https://openalex.org/W1970106170","https://openalex.org/W1976573115","https://openalex.org/W1980611957","https://openalex.org/W1981554485","https://openalex.org/W1983817648","https://openalex.org/W1987253013","https://openalex.org/W1996173507","https://openalex.org/W2006504401","https://openalex.org/W2026742758","https://openalex.org/W2027189260","https://openalex.org/W2028614095","https://openalex.org/W2032952193","https://openalex.org/W2032973253","https://openalex.org/W2033469199","https://openalex.org/W2036815312","https://openalex.org/W2037894668","https://openalex.org/W2039675961","https://openalex.org/W2041616962","https://openalex.org/W2042425292","https://openalex.org/W2055295580","https://openalex.org/W2056795330","https://openalex.org/W2057075856","https://openalex.org/W2060155038","https://openalex.org/W2060952963","https://openalex.org/W2070690072","https://openalex.org/W2071266882","https://openalex.org/W2073784867","https://openalex.org/W2078575780","https://openalex.org/W2084682363","https://openalex.org/W2085473674","https://openalex.org/W2092048149","https://openalex.org/W2100532414","https://openalex.org/W2106421255","https://openalex.org/W2112707326","https://openalex.org/W2119008473","https://openalex.org/W2125455011","https://openalex.org/W2129188456","https://openalex.org/W2130783678","https://openalex.org/W2137993368","https://openalex.org/W2139109949","https://openalex.org/W2140294498","https://openalex.org/W2146360602","https://openalex.org/W2147018985","https://openalex.org/W2149019922","https://openalex.org/W2149558612","https://openalex.org/W2151820962","https://openalex.org/W2153420314","https://openalex.org/W2155018768","https://openalex.org/W2161278228","https://openalex.org/W2164735445","https://openalex.org/W2201086047","https://openalex.org/W2519568358","https://openalex.org/W2572788279","https://openalex.org/W2582307245","https://openalex.org/W2797247465","https://openalex.org/W3097618984","https://openalex.org/W3121815768","https://openalex.org/W3124528338","https://openalex.org/W3125397359","https://openalex.org/W4237083051","https://openalex.org/W4247302082","https://openalex.org/W4298058714"],"related_works":["https://openalex.org/W2731763670","https://openalex.org/W2139109949","https://openalex.org/W2324378675","https://openalex.org/W7033683585","https://openalex.org/W2009535306","https://openalex.org/W2120320118","https://openalex.org/W7057232552","https://openalex.org/W2161278228","https://openalex.org/W2056538105","https://openalex.org/W1996173507"],"abstract_inverted_index":{"Research":[0],"Summary:":[1,126],"This":[2],"article":[3],"extends":[4],"prior":[5,25],"research":[6,26],"on":[7,62,167,175,238],"the":[8,12,31,36,40,51,55,116,130,134,176,221,239,243],"performance":[9],"implications":[10],"of":[11,39,54,112,119,133,241],"fit":[13],"between":[14,139,164],"a":[15,248],"firm's":[16,249],"strategic":[17,37,123],"orientation":[18,38],"and":[19,58,70,99,144,170],"its":[20],"pay":[21,32,52,72,87,97,117,136,156,161,181,188,200,205,218,223,244],"system":[22,33,137,245],"design.":[23],"Whereas":[24],"has":[27],"shown":[28],"that":[29,65,141,150,196],"matching":[30,242],"design":[34,246],"to":[35,44,82,108,114,203,207,214,220,225,230,247],"firm":[41],"generally":[42],"contributes":[43],"higher":[45],"performance,":[46],"most":[47],"studies":[48],"have":[49],"examined":[50],"systems":[53,118],"upper":[56],"echelons":[57],"employees":[59,165,212],"separately.":[60],"Based":[61],"an":[63,109],"analysis":[64],"accounts":[66],"for":[67],"both":[68],"horizontal":[69,86],"vertical":[71,96],"dispersion,":[73,88],"we":[74],"find":[75],"that,":[76],"whereas":[77],"growth\u2010oriented":[78,143,151],"firms":[79,90,120,140,152,173],"(prospectors)":[80,153],"tend":[81],"benefit":[83,154,179],"from":[84,155,180],"high":[85,95],"efficiency\u2010oriented":[89,145],"(defenders)":[91],"perform":[92],"better":[93],"with":[94,121,158,183],"dispersion":[98],"low":[100],"relative":[101,213,229],"base":[102],"pay.":[103],"Overall,":[104,232],"our":[105,233],"findings":[106,194,234],"contribute":[107],"improved":[110],"understanding":[111],"how":[113,129],"optimize":[115],"different":[122],"orientations.":[124],"Managerial":[125],"We":[127],"study":[128],"optimal":[131],"configuration":[132],"overall":[135],"differs":[138],"pursue":[142],"strategies.":[146],"Our":[147,193],"results":[148],"show":[149],"structures":[157,182],"relatively":[159,184],"large":[160],"differentials":[162,224],"horizontally":[163],"based":[166],"ability,":[168],"effort,":[169],"results.":[171],"Efficiency\u2010oriented":[172],"(defenders),":[174],"other":[177],"hand,":[178],"larger":[185],"differences":[186],"in":[187],"across":[189],"organizational":[190],"levels":[191,206],"vertically.":[192],"suggest":[195],"while":[197],"defenders":[198],"should":[199,217],"special":[201],"attention":[202,219],"average":[204],"avoid":[208,226],"over":[209],"compensating":[210],"their":[211],"competitors,":[215],"prospectors":[216],"CEO\u2010employee":[222],"overcompensating":[227],"executives":[228],"employees.":[231],"provide":[235],"further":[236],"evidence":[237],"importance":[240],"strategy.":[250]},"counts_by_year":[{"year":2026,"cited_by_count":3},{"year":2025,"cited_by_count":2},{"year":2024,"cited_by_count":7},{"year":2023,"cited_by_count":4},{"year":2022,"cited_by_count":3},{"year":2021,"cited_by_count":2},{"year":2020,"cited_by_count":1},{"year":2019,"cited_by_count":2}],"updated_date":"2026-10-30T12:39:25.321706","created_date":"2018-09-27T00:00:00"}