Bringing theory to practice: Examining the role of pay for performance, intrinsic motivation, and culture on sales agent tenure

Demographic changes in the United States increased diversity among employees and sales agents. Hispanics, the largest minority group, are expected to account for the majority of employment growth over the next several years. Yet, little is known about how this group’s intrinsic and extrinsic sales motivation affects tenure. Using operational and earned incentive secondary data from 615 inside sales agents from a Fortune 100 financial service...