Role Structure, Non-Monetary Compensation, and Team Incentives as Motivators of Salesperson Performance

Abstract

This study considers recruiters as a form of salesperson and uses the extensive literature base in that area to examine issues related to the structure of recruiter roles and various forms of monetary and non-monetary compensation as drivers of effort end performance. A comprehensive model is constructed to test these factors. The findings stress the importance of three factors in particular (perceptions of fairness in reward distribution, perceptions of job security, and a salesperson's intrinsic motivation level) as key elements linking motivation, performance, and job satisfaction. Implications for enhancing Navy recruiter performance are considered.

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Document Details

Document Type
Technical Report
Publication Date
Dec 18, 2002
Accession Number
ADA408988

Entities

People

  • Charles H. Noble

Organizations

  • University of Mississippi

Tags

Communities of Interest

  • Autonomy
  • Energy and Power Technologies

DTIC Thesaurus Topics

  • Ambiguity
  • Autonomy
  • Compensation
  • Data Analysis
  • Data Science
  • Department Of Defense
  • Factor Analysis
  • Information Science
  • Job Satisfaction
  • Literature
  • Motivation
  • Perception
  • Regression Analysis
  • Security
  • Statistics
  • Surveys
  • United States

Readers

  • Naval Personnel Management
  • Organizational Psychology.