The Relationship of Personal Incentives, Job Opportunity Incentives, and Performance for Real Estate Associates
Hensler, Vicki Fine
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https://hdl.handle.net/2142/69121
Description
Title
The Relationship of Personal Incentives, Job Opportunity Incentives, and Performance for Real Estate Associates
Author(s)
Hensler, Vicki Fine
Issue Date
1987
Department of Study
Education
Discipline
Education
Degree Granting Institution
University of Illinois at Urbana-Champaign
Degree Name
Ph.D.
Degree Level
Dissertation
Keyword(s)
Education, Educational Psychology
Abstract
The relationship of personal incentives, job opportunity incentives, and personal incentive/job opportunity incentive differences to four objective measures and one subjective measure of performance was explored. Spectrum, developed out of the theory of personal investment, was administered to 140 real estate associates, affiliated with eight firms located in three, mid-Illinois, communities. Demographic information including tenure, gender, age, education, ethnicity, dependency of children, and sources of income was also collected. Findings indicated that the personal incentives, recognition, competition, power, task involvement, and affiliation, and that the job opportunity incentives, power, recognition, and affiliation, significantly related to one or more objective performance categories in an overall ratio of 2:1. Competition and power, as job opportunity incentives also significantly related with the subjective measure of performance. Support was found for a linear combination of the variables to predict objectively measured performance. No significant relationships were found of personal incentives with the subjective measure of performance. Results did not support a relationship between incentive differences with objective measures of performance. Additional findings indicated that positive relationships were found between present tenure in firm, level of education, number of dependent children, and source of income and one or more objective performance categories. Negative relationships were found between age, and number of independent children in up to two objective performance categories. It was concluded that the results demonstrated the validity of the formulation of how motivation related to performance through application of the theory of personal investment.
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