Impact of Performance Incentives on Desire for Money and Materialism

Abstract

This study indicates that the performance incentives increase individuals' desire for money and inculcate materialism in individuals' expose to them. Sales agents from different companies were taken as a sample, where half of the agents were getting fixed pay and half were getting Performance-based pay. The required data was collected through survey questionnaires. Two scales, i.e., material values scale and desire for money, were used to collect the data. Analysis was done applying linear regression analysis. The results showed that the desire for money and materialism increases in individuals through the administration of performance incentives. Next, the two groups of sales agents were compared, which showed a greater desire for money and materialism in performance-based sales persons as compared to individuals who were getting fixed pay.