English, Article, Journal or magazine article edition: Impact of Pay-for-Performance on Work Motivation of Sales Personnel: A Case of Information Media Firms Milvi Tepp; Monika Poomann

User activity

Share to:
 
Bookmark: http://trove.nla.gov.au/version/183120
Physical Description
  • preprint
Language
  • English

Edition details

Title
  • Impact of Pay-for-Performance on Work Motivation of Sales Personnel: A Case of Information Media Firms
Author
  • Milvi Tepp
  • Monika Poomann
Physical Description
  • preprint
Notes
  • The usage of pay-for-performance for the management of human resources is constantly growing. However, estimations about the efficiency of applying this are contradictory. The current paper describes the reasons for the contradictory results, suggests an expectations theory based model as an appropriate framework for analysing the pay-for-performance as motivator and presents results of an empirical research about the effects of pay-for-performance on motivation.A reason for the contradictions lies in the fact that the pay-for-performance problems are based on different areas of research and its effectiveness depends primarily on management practices. Pay-for-performance is basically a stimulus, the purpose of which is to direct people’s behaviour and influence their work motivation. Therefore, a prerequisite for creating and implementing effective pay-for-performance systems is using psychology and the principles about the mechanisms of human behaviour. The authors are of the opinion that one of such possibilities is a model based on expectations theory. The empirical research seeks to analyse the motivating effect of pay-for-performance on sales personnel and to study the role of pay-for-performance rates on motivation
  • Salary system, pay-for-performance, work motivation
  • RePEc:ttu:wpaper:144
Language
  • English
Contributed by
OAIster

Get this edition

Other links

  • Set up My libraries

    How do I set up "My libraries"?

    In order to set up a list of libraries that you have access to, you must first login or sign up. Then set up a personal list of libraries from your profile page by clicking on your user name at the top right of any screen.

  • All (1)
  • Unknown (1)
None of your libraries hold this item.
None of your libraries hold this item.
None of your libraries hold this item.
None of your libraries hold this item.
None of your libraries hold this item.
None of your libraries hold this item.
None of your libraries hold this item.
None of your libraries hold this item.

User activity


e.g. test cricket, Perth (WA), "Parkes, Henry"

Separate different tags with a comma. To include a comma in your tag, surround the tag with double quotes.

Be the first to add a tag for this edition

Be the first to add this to a list

Comments and reviews

What are comments? Add a comment

No user comments or reviews for this version

Add a comment