個人需求與公司薪酬【外文翻譯】_第1頁
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1、1外文文獻(xiàn)翻譯譯文一、外文原文原文：原文：ThemoderatingroleofindividualdifferencevariablesincompensationresearchKarenE.FlahertyStatementofhypothesesInthefollowingdiscussionwepresentstudyhypotheses.Ourhypothesesarebrokenintotwodistinctsection

2、s.Firstwefocusontheinterplaybetweentheindividuallevelvariablescompanypaymix.Theindividuallevelvariablesareexpectedtoaffecttherelationshipbetweenpaymixmotivationinverydifferentways.Finstancewearguethatcareerstagewillinter

3、actwithpaymixtoaffectexpectanciesinstrumentalitiesofthesalespeople.Secondwearguethatriskattitudesareexpectedtointeractwithpaymixtoaffectvalencesfpayincreases.CareerstagepaymixCronetal.(1988)hypothesizedthatcareerstageinf

4、luencesthevalencesexpectanciesinstrumentalitiesofsalespeoplefoundsupptfsomeofthehypotheses.Howevertheydidnotconsiderpossibleinteractionsbetweencareerstagetheganization’spaymix.Onthebasisofthisliteratureaswellascompensati

5、onresearchexpectancytheywedevelopseveralhypothesesconcerningsalespeople’svalencesfpayincreasesexpectanciesinstrumentalitiesineachcareerstagewithdifferentpaymixpolicies.Valence.Valencereferstotheemotionalientationspeopleh

6、oldwithrespecttorewardssuchasmoneypromotionsevensatisfaction(Vroom1964).Accdingtoexpectancytheyrewardsmaybeintrinsictothesalesperson(e.g.personaldevelopment)theymaybeextrinsicrewards(e.g.payincreasespromotionrecognition)

7、.Pastresearchindicatesthatvalencesfrewardsinfluencethe3mostlikelydonotfeelconfidentthattheirefftislinkedcloselytooutputbasedperfmance.Giventhatvariablepayislinkeddirectlytooutputperfmancesalespeopleinexplationdisengageme

8、ntarelikelytohavelowerexpectancyperceptionswhenthecompany’spaymixisfocusedaroundvariablepay.Ifthecompany’spaymixconsistedofmostlyfixedsalaryexpectanciesmightchange.Againtheassumptionhereisthatthepaymixisnotfocusedsolelyo

9、noutputperfmancesodefinitionsofperfmanceheldbythesalespeoplemaybedifferent.Inthecaseofthehigherperfmingsalespeopleintheestablishmentmaintenancestagestyingcompensationtoperfmanceislikelytoresultinperceivedbenefits.Bydefin

10、ingperfmanceintermsofoutputthecompanypromotesincreasedexpectancyestimatesamongthesesalespeople.Insummarythefollowinghypothesesareputfth.H1a.Duringexplationanincreaseinvariablepaywillbenegativelyassociatedwithexpectancyes

11、timates.H1b.Duringestablishmentanincreaseinvariablepaywillbepositivelyassociatedwithexpectancyestimates.H1c.Duringmaintenanceanincreaseinvariablepaywillbepositivelyassociatedwithexpectancyestimates.H1d.Duringdisengagemen

12、tanincreaseinvariablepaywillbenegativelyassociatedwithexpectancyestimates.Instrumentality.Instrumentalityreferstothesalesperson’sperceptionsthatadditionalrewardswillbeobtainedwithincreasedperfmance.Againpastcareerstagere

13、searchhasshownthatcareerstageisrelatedtoinstrumentalityestimateshoweverthiswkdoesnotconsidertheinteractionwithpaymix.Cronetal.(1988)foundthatsalespeopleinexplationhavelowerinstrumentalityestimatesthansalespeopleinestabli

14、shment.Furthersalespeopleindisengagementhavelowerinstrumentalityestimatesthansalespeopleinmaintenance.Theprevailinglogicisthatasapersonbecomesmeinvolvedwiththejobtheganizationtheyarelikelytobecomeinternalizedleadingtostr

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