The Relationship of Personal Incentives, Job Opportunity Incentives, and Performance for Real Estate Associates

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.

Name thesis:degree_name

Ph.D.

Level thesis:degree_level

Dissertation

Discipline thesis:degree_discipline

Education

Grantor

University of Illinois at Urbana-Champaign

Year dc:date

2014

Author dc:creator

• Hensler, Vicki Fine

• Education, Educational Psychology

Identifier

(UMI)AAI8721655

OAI identifier oai:identifier

oai:www.ideals.illinois.edu:2142/69121