The impact of compensation structure of salespeople on team performance and turnover rate: The moderated- mediating effect of Knowledge sharing behavior
- Resource Type
- Conference
- Authors
- Lai, Yuanyuan; Ren, Jifan
- Source
- 2016 IEEE International Conference on Industrial Engineering and Engineering Management (IEEM) Industrial Engineering and Engineering Management (IEEM), 2016 IEEE International Conference on. :1836-1840 Dec, 2016
- Subject
- Aerospace
Components, Circuits, Devices and Systems
Computing and Processing
Engineering Profession
General Topics for Engineers
Nuclear Engineering
Power, Energy and Industry Applications
Robotics and Control Systems
Signal Processing and Analysis
Transportation
Teamwork
Meteorology
Coherence
Mars
compensation structure
knowledge sharing behavior
sales people
team performance
turnover rate
- Language
- ISSN
- 2157-362X
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.