Do you get what you pay for? Sales incentives and implications for motivation and changes in turnover intention and work effort
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...
| Main Authors: | , , , , |
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| Format: | Journal Article |
| Published: |
Springer Netherlands
2016
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| Online Access: | http://hdl.handle.net/20.500.11937/69713 |
| _version_ | 1848762114800353280 |
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| author | Kuvaas, B. Buch, R. Gagné, Marylène Dysvik, A. Forest, J. |
| author_facet | Kuvaas, B. Buch, R. Gagné, Marylène Dysvik, A. Forest, J. |
| author_sort | Kuvaas, B. |
| building | Curtin Institutional Repository |
| collection | Online Access |
| description | 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 base pay was positively related to work effort and negatively related to turnover intention, where both relationships were mediated by autonomous motivation. The amounts of quarterly and annual pay-for-performance were both positively related to controlled motivation, but were differently related to the dependent variables due to different relations with autonomous motivation. |
| first_indexed | 2025-11-14T10:42:25Z |
| format | Journal Article |
| id | curtin-20.500.11937-69713 |
| institution | Curtin University Malaysia |
| institution_category | Local University |
| last_indexed | 2025-11-14T10:42:25Z |
| publishDate | 2016 |
| publisher | Springer Netherlands |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | curtin-20.500.11937-697132023-06-13T02:58:36Z Do you get what you pay for? Sales incentives and implications for motivation and changes in turnover intention and work effort Kuvaas, B. Buch, R. Gagné, Marylène Dysvik, A. Forest, J. 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 base pay was positively related to work effort and negatively related to turnover intention, where both relationships were mediated by autonomous motivation. The amounts of quarterly and annual pay-for-performance were both positively related to controlled motivation, but were differently related to the dependent variables due to different relations with autonomous motivation. 2016 Journal Article http://hdl.handle.net/20.500.11937/69713 10.1007/s11031-016-9574-6 Springer Netherlands fulltext |
| spellingShingle | Kuvaas, B. Buch, R. Gagné, Marylène Dysvik, A. Forest, J. Do you get what you pay for? Sales incentives and implications for motivation and changes in turnover intention and work effort |
| title | Do you get what you pay for? Sales incentives and implications for motivation and changes in turnover intention and work effort |
| title_full | Do you get what you pay for? Sales incentives and implications for motivation and changes in turnover intention and work effort |
| title_fullStr | Do you get what you pay for? Sales incentives and implications for motivation and changes in turnover intention and work effort |
| title_full_unstemmed | Do you get what you pay for? Sales incentives and implications for motivation and changes in turnover intention and work effort |
| title_short | Do you get what you pay for? Sales incentives and implications for motivation and changes in turnover intention and work effort |
| title_sort | do you get what you pay for? sales incentives and implications for motivation and changes in turnover intention and work effort |
| url | http://hdl.handle.net/20.500.11937/69713 |