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Y, bendavid fisher.osu.edu April 2012 Abstract To understand better the role of loan officers incentives in the origins of the financial crisis, we study a controlled field experiment conducted by a large bank. In the experiment, the incentive structure of a subset of small business loan officers was altered from fixed salary to volume-based pay. We use a diffin-diff design to show that while the characteristics of loan applications did not change, incentive-paid loan officers book 19% loans.
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