The impact of compensation structure of salespeople on team performance and turnover rate: The moderated- mediating effect of Knowledge sharing behavior

In this article, we present a theory of sales people compensation structures to provide insights into why it impacts team performance and turnover rate through the mediating role of team members' knowledge sharing behavior. In addition, we explore whether market turbulence mitigates or exacerba...

Full description

Saved in:
Bibliographic Details
Main Authors: Yuanyuan Lai, Jifan Ren
Format: Conference Proceeding
Language:English
Subjects:
Coherence
compensation structure
knowledge sharing behavior
Mars
Meteorology
sales people
team performance
Teamwork
turnover rate
Online Access:Request full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:In this article, we present a theory of sales people compensation structures to provide insights into why it impacts team performance and turnover rate through the mediating role of team members' knowledge sharing behavior. In addition, we explore whether market turbulence mitigates or exacerbates the motivation of sales people to carry out knowledge sharing behavior with different compensation structure. Based on previous research, we propose that salary-based compensation structure positively influences salespeople's knowledge sharing behavior whereas commission-based compensation structure negatively influences sales people knowledge sharing behavior. Additionally, Knowledge sharing behavior of sales people will enhance team performance significantly and decrease team members' turnover intention. This research has some implications for both academics and managerial use.
ISSN:2157-362X
DOI:10.1109/IEEM.2016.7798195