Do you get what you pay for? Sales incentives and implications for motivation and changes in turnover intention and work effort
Abstract
This study investigated relations between pay-for-performance incentives designed to vary in instrumentality (annual pay-for-performance, quarterly pay-for-performance, and base pay level) and employee outcomes (self-reported work effort and turnover intention) in a longitudinal study spanning more than 2 years. After controlling for perceived instrumentality, merit pay increase, and the initial values of the dependent variables, the amount of...
Paper Details
Title
Do you get what you pay for? Sales incentives and implications for motivation and changes in turnover intention and work effort
Published Date
Aug 17, 2016
Journal
Volume
40
Issue
5
Pages
667 - 680
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Notes
History