Working without a net: Time, performance, and turnover under maximally contingent rewards

@inproceedings{Harrison1996WorkingWA,
  title={Working without a net: Time, performance, and turnover under maximally contingent rewards},
  author={David A. Harrison and Meghna Virick and S. Lockman William},
  year={1996}
}
Researchers examined the performance-turnover relationship under conditions of varying reward contingency with 189 sales representatives who earned base pay plus commission (moderately contingent rewards) during their first 2 months of work and commission-only pay (maximally contingent rewards) thereafter. As predicted by an expanded version of the contingent rewards hypothesis, the performance-turnover relationship was stronger under maximally contingent rewards, higher than any reported in… CONTINUE READING

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