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Variable compensation and salesperson health
Habel, Johannes; Alavi, Sascha; Linsenmayer, Kim Tina - In: Journal of marketing 85 (2021) 3, pp. 130-149
Persistent link: https://www.econbiz.de/10012522224
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The Effect of Work Stress, Compensation and Motivation on the Performance of Sales People
Wiradendi Wolor, Christian - 2020
achievement of organisational goals. This study aimed to investigate the effect of work stress, compensation and motivation on the … study found that work stress negatively affected job performance. Work stress had a positive effect on motivation …
Persistent link: https://www.econbiz.de/10014031913
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Stress and incentives at work
Cottini, Elena; Ghinetti, Paolo; Iossa, Elisabetta; … - 2021
stress susceptibility. We test our predictions using the 2015 wave of the European Working Condition Survey. We find that … individuals who are more susceptible to stress work harder and have lower subjective well-being. …
Persistent link: https://www.econbiz.de/10012426050
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Tournament incentives affect perceived stress and hormonal stress responses
Dohmen, Thomas; Rohde, Ingrid; Stolp, Tom - 2023
performance - in particular, tournament incentives - induce more stress than schemes that are independent of performance - fixed … payment scheme. Stress is measured over the entire course of the experiment at both the hormonal and psychological level …. Hormonal stress responses are captured by measuring salivary cortisol levels. Psychological stress responses are measured by …
Persistent link: https://www.econbiz.de/10014233666
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Tournament incentives affect perceived stress and hormonal stress responses
Dohmen, Thomas; Rohde, Ingrid; Stolp, Tom - 2023
performance - in particular, tournament incentives - induce more stress than schemes that are independent of performance - fixed … payment scheme. Stress is measured over the entire course of the experiment at both the hormonal and psychological level …. Hormonal stress responses are captured by measuring salivary cortisol levels. Psychological stress responses are measured by …
Persistent link: https://www.econbiz.de/10014248989
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Do professionals choke under pressure?
Dohmen, Thomas - In: Journal of economic behavior & organization : JEBO 65 (2008) 3/4, pp. 636-653
Persistent link: https://www.econbiz.de/10003716972
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Risk taking and performance in multistage tournaments : evidence from weightlifting competitions
Genakos, Christos (contributor); Pagliero, Mario (contributor) - 2009
We analyze the impact of interim ranking on the risk taking and performance behaviour of professional athletes participating in international weightlifting competitions. Weightlifting competitions are multistage tournaments with the unique characteristic that the athletes must announce in...
Persistent link: https://www.econbiz.de/10003868136
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How can stressed employees deliver better customer service? : the underlying self-regulation depletion mechanism
Chan, Kimmy Wa; Wan, Echo Wen - In: Journal of marketing 76 (2012) 1, pp. 119-137
Persistent link: https://www.econbiz.de/10009729585
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Tournament fever and the perception of strategic uncertainty in performance contests
Uske, Tobias (contributor) - 2008
As firms implement tournament bonus reward schemes, mainly the idea is to introduce competition amongst their agents in the order to promote their performance. Tournaments in which agents compete for a bonus by investing effort, are frequently applied, e.g., in development races, political...
Persistent link: https://www.econbiz.de/10003733737