Previous investigations regarding the health- and wellbeing-related outcomes of performance-based pay systems have been scarce and ambiguous so far. Considering the huge economic and organizational impact of stress-related health problems, it is important to further investigate this relation, including the impact of different variables that can help to explain the variation in the relationship between performance-based pay and job strain. The main purpose of this study is to challenge the research gap and to understand the effect of organizational justice and job control on the relation between performance-based pay and job satisfaction and stress. A quantitative research method in form of a survey is applied. To test the structural model and its hypotheses, the study uses an approach to partial least squares path modeling (PLS). The main results have shown that organizational justice moderates the relation between performance-based pay and stress. Moreover, performance-based pay increases job satisfaction when employees perceive high job control. It is furthermore revealed that gender, family responsibilities, experience and the type of performance evaluation can have an impact on the relationship as well. The study has contributed to fill the research gap above and has provided new, theoretical insight. Managers are recommended to provide organizational justice and to ensure high autonomy for employees. Instead of applying “one size fits all” solutions, managers should take demographic, organizational and situational factors into account when designing the compensation scheme.

Pay for performance programs are being used more and more extensively nowadays. The proponents of incentives claim that money is an important motivator for better performance, while the opponents insist that incentives can never bring lasting performance improvement, which is driven by intrinsic motivation. It has been born out that monetary reward has detrimental effects on intrinsic motivation. However, the results come mostly from experiments on school children, whether the result can be replicated in work settings is still a question needs to be examined. This study examined whether performance based pay has detrimental effect on physicians¡¦ intrinsic motivation and what effects other non-monetary rewards may have on intrinsic motivation. It is found that the intrinsic motivation of Attending Physician is significantly higher than Resident Physician, which implies that the motivational property of the work itself is a very important factor of intrinsic motivation. Physicians from privatized public hospitals have higher intrinsic motivation than those from public hospitals, of which the causes may need to be further explored. In terms of different positions, productivity-based pay, organizational performance based pay and recognition are found to have positive influence on Attending Physicians¡¦ intrinsic motivation, while career development opportunities and research-teaching based pay are found to have positive influence on Resident Physicians¡¦ intrinsic motivation. As to the effects of performance-based pay, it is found that physicians having performance-based pay do feel more controlled by pay; however, their intrinsic motivation is not negatively affected. It seems to imply that organizational workers are able to separate intrinsic reward and extrinsic reward and thus their intrinsic motivation is not affected by extrinsic rewards. This result is similar to what Fisher found in 1978. The moderating effect of individual difference is not significant in this study due to the homogeneity of physicians.

Syfte: Syftet med denna kvalitativa studie är att undersöka och bidra med kunskap om ledarskap i provisionsbaserade yrken och ledarskapets betydelse för fastighetsmäklarens prestation.Metod: Studien har en kvalitativ utgångspunkt med en abduktiv ansats och består av sju semistrukturerade intervjuer som har genomförts med medarbetare verksamma i fastighetsmäklarbranschen.Resultat och slutsats: Resultatet av denna studie visar att ledaren har inflytande på en fastighetsmäklare och dennes prestationer. Det är framför allt nya fastighetsmäklare är i behov av mer stöd och hjälp av sin ledare för att kunna prestera, men resultatet visar även att erfarna fastighetsmäklare önskar tillgänglighet för stöd i vissa situationer som hjälper dem att prestera.Examensarbetets bidrag: Den här studien bidrar till kunskap om ledarskapets påverkan på prestation i säljande yrken, inriktat mot fastighetsmäklarbranschen. Studien visar i flera fall att ledarens ledarskap har inverkan på fastighetsmäklarens prestation, särskilt i början då fastighetsmäklarna var nya inom yrket. Studien visar även att vilket ledarskap fastighetsmäklaren önskar att deras chef ska använda sig av kan förändras över tid.Förslag till framtida forskning: Förslag till framtida studier är att genomföra liknande studier i olika sammanhang för att undersöka hur ledarskap påverkar prestation inom fastighetsmäklarbranschen. Det vore intressant att intervjua fastighetsmäklare på inom andra geografiska områden, till exempel mindre städer eller enbart fokusera på en storstad. Det vore även intressant att inkludera ett större antal fastighetsmäklare, för att kunna fördjupa sig i både de nyexaminerade fastighetsmäklarnas perspektiv och fastighetsmäklarna med längre erfarenhet.

The aim of this study is to investigate and identify perceptions, problems and challenges that may arise for wage-setting managers as well as individual employees when working with a performance-based payroll system. A letter of formal notice was sent to a recruitment company inviting them to participate in the study, which also included an explanation of the study’s purpose, approach and procedure. Data was collected through semi-structured interviews with nine participants, including the wage-setting manager. The study has given insight into how these participants perform in relation to the performance-based payroll system and the results of the study imply that their experiences vary to a great extent. The wage-setting manager believes that the payroll system is well-functioning. However, he finds challenges in creating a common interpretation of the salary criterias with his employees, as well as communicating the basis of his wage-setting decisions. For employees, results show that the payroll system contributes to experiences of increased motivation and development, as well as stress. Additionally, the study indicates that the results reflect a gender perspective as the women in the study are more prone to stress caused by the performance-based payroll system than men.

Verksamheter arbetar för att erhålla en hög målkongruens, att alla anställda ska sträva mot verksamhetens gemensamma mål. Försäljningsverksamheter använder sig av belöningssystem som styrmedel och dessa kan utformas på olika sätt beroende på verksamhetens mål och syfte. I försäljningsverksamheter inom den privata tjänstesektorn är det vanligt förekommande med monetära belöningar i form av resultatbaserad lön för att öka säljarnas prestationer. Arbetslivslängden är samtidigt relativt låg inom branschen och därför upplever vi som författare det intressant att undersöka vilken typ av belöningen som egentligen motiverar en säljare att sträva efter verksamhetens mål. Samtidigt är utformningen av belöningssystemet också av vikt för att undersöka hur verksamheten arbetar för att öka målkongruens, att alla anställda ska sträva mot verksamhetens gemensamma mål. / Reward systems in organizations can be designed in different ways depending on what the purpose of the reward should be. In sales activities in the private service sector, it is common for the reward system to be designed through monetary rewards in commissions to attract sellers to sales. At the same time, working life is relatively low in the industry. Therefore, we as authors find it interesting to examine the type of reward that actually motivates a salesperson to strive for the business's goals. At the same time, the design of the reward system is also important for examining how the company works to increase goal congruence, and that all employees should strive towards the business' common goals.

Yes / In previous decades, the perception of Japan¿s employment practices has been strongly intertwined with its economic fortunes. From the 1970s, Japan¿s employment practices came to be seen as one of the cornerstones of its economic success. However, this perception changed, albeit with a substantial delay, when the economy proved incapable of returning to its former path of growth after the `bubble¿ burst at the end of the 1980s. Like so many of its economic institutions, the employment practices became the subject of substantial criticism in a debate on the revitalisation of Japan¿s economy. This study takes its position within this debate by discussing the likelihood, character, and economic consequences of change. Environmental changes, like the ageing of the population and the substantial decrease in economic growth, require Japanese firms to adapt their human resource management. However, the embeddedness of national practices limits the scope of firms to make these adjustments; and change is determined by the dialectics between their strategies and existing practices. The firm, as an institution, thus experiences the impact of both the embedded employment practices and the economic impact of environmental changes. Accordingly, it is at the centre of this study. Theories of the firm are used to discuss the contribution of employment practices on efficiency, capabilities, and competitive strength. Case-studies from four different industries ¿ automobile, electronics, construction, and retailing ¿ describe the adaptations made by individual firms. Subsequently, these findings constitute the basis for a discussion of industry-specific employment practices and provide an answer to whether developments such as the rise in performance-based pay and labour mobility have altered the logic of Japanese employment practices.

日本企業の職場において個別化された仕事・労働条件決定のルールの構造を記述するフレーム、そして青木昌彦が展開した組織アーキテクチュアとコーポレートガバナンスの分析枠組みを労使関係・労働組合機能の分析に活用できるよう詳細化したフレームを提起し、企業別労働組合が個別化する労働条件決定における合意形成に向けてどのような役割を果たしているのかを賃金制度の労使協議・労働時間決定・経営参加の事例を展開した上で明らかにした。 / 博士(産業関係学) / Doctor of Philosophy in Industrial Relations / 同志社大学 / Doshisha University