Union attainment of first contracts: Do service unions possess a competitive advantage?

This study examines differences between service and manufacturing unions with respect to first contract attainment and organizing efficiency. Service unions were found to have a higher first-contract attainment rate, larger election units, and longer campaigns. For cases where the union attained a first contract, there was no difference in efficiency between service and manufacturing unions. However, service unions enjoyed an advantage over manufacturing unions when overall organizing efficiency was examined. This paper is based on data collected for a dissertation written at the Graduate School of Business at Columbia University. I gratefully acknowledge the support of committee members David Lewin, James Kuhn, Casey Ichniowski, and Seymour Spilerman of Columbia and Charles A. O’Reilly III of the University of California at Berkeley. I also thank John Delaney for his many helpful insights and suggestions during the course of my research and Gerald Ferris, Shannon Ratcliff, and Rick Fuentes for comments on an earlier draft of this paper. This research was supported by the Industrial Relations Research Center and the Management Institute at Columbia University, and the Department of Management at Texas A&M University.