الفهرس 
مقدمة الدراسةيوجد فقط 14 صفحة متاحة للعرض العام
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المستخلص
Assiut University
Faculty of Commerce
Department of Business Administration
The Effect of Monetary Incentives, Job Security and Performance Goals on Employee Effort at Work
A Field Study Applied on the Sales Representatives of the Main Stores of Vodafone and Mobinil
THESIS
Submitted for the fulfillment of the requirements of Master Degree in Business Administration
By
Ahmed Mohammed Sayed
Under the Supervision of
Prof. Adel Rayan
Dean of the Faculty of Commerce
Professor of Business Administration
Faculty of Commerce-Assiut University Prof. Abd El-Nasser M. Hamouda
Vice Dean of the Faculty of Commerce
Professor of Business Administration
Faculty of Commerce-Assiut University
2007
The Effect of Monetary Incentives, Job Security and Performance Goals on Employee Effort at Work
A Field Study Applied on the Sales Representatives of the Main Stores of Vodafone & Mobinil
Introduction:
The productive activity is made up of a number of factors including labor, materials, capital and energy. Labor is considered to be the most important of all these factors, as without it all the others would be of no use.
As the productive efficiency of labor depends on worker effort that could contribute to the production process during a specific time period, the right scientific understanding of the human nature and motivation is considered to be one of the main requirements for increasing the levels of labor efficiency.
Since individuals have their own objectives that they seek to satisfy through joining different organizations, an understanding of the human nature and motivation becomes essential, so as to assist in making a balance between the objectives of individuals and those of the organizations to which they belong.
Statement of the problem:
A lot of studies concluded that both monetary incentives and job security constitute the most important factors that help increase productivity and thus increase effort at work. At the same time other studies had shown conflicting results. Thus the current study seeks to help decreasing the ambiguity concerning the effects of both monetary incentives and job security on worker effort in addition to examining the effect of performance goals on worker effort. The study also tries to determine the interaction effects of monetary incentives & job security, monetary incentives & performance goals, and job security & performance goals on effort and two of its dimensions; effort intensity and effort duration.
Objectives of the study:
The current study aims at achieving the following objectives:
1- Examining the effect of monetary incentives on employee effort at work.
2- Examining the effect of job security on employee effort at work.
3- Examining the effect of performance goals on employee effort at work.
4- Examining the effect of job security as a moderator of the monetary incentives- effort relation.
5- Examining the effect of performance goals as moderators of the monetary incentives- effort relation.
6- Examining the effect of performance goals as moderators of the job security- effort relation.
7- Finding which model is better in illustrating the paths between monetary incentives, job security and performance goals with effort and two of its dimensions (effort intensity & effort duration) from between the model of the direct relationships and the model of both the direct and moderating relationships.
Importance of the study:
The importance of the study can be divided into scientific importance as well as practical importance, as follows:
Scientific importance:
1- The current study is a completion to the efforts of the previous studies in trying to determine the effects of monetary incentives, job security and performance goals on worker effort. It also tries to fill the research gaps in these studies concerning the interaction effects of monetary incentives & job security, monetary incentives & performance goals and job security & performance goals on worker effort and two of it’s dimensions which are effort intensity and effort duration.
Practical importance:
1- The increased dependence on temporary employment contracts and monetary incentives in Egypt and in other countries around the world.
2- The study results are expected to help managers and decision makers- in the organizations included in the study- take practical steps towards helping these organizations benefit from it’s results as well as help increase the efficiency and effectiveness of these organizations.
Hypotheses of the study:
The current study analyzes the following hypotheses:
1- “There is a significant positive relationship between monetary incentives and effort exerted by employees at work”, and this hypothesis is subdivided into the following minor hypotheses:
a. “There is a significant positive relationship between monetary incentives and the intensity of employee effort at work”.
b. “There is a significant positive relationship between monetary incentives and the duration of employee effort at work”.
2- “There is a significant negative relationship between job security and effort exerted by employees at work”, and this hypothesis is subdivided into the following minor hypotheses:
a. “There is a significant negative relationship between job security and the intensity of employee effort at work”.
b. “There is a significant negative relationship between job security and the duration of employee effort at work”.
3- “There is a significant positive relationship between performance goals and employee effort at work”, and this hypothesis is subdivided into the following minor hypotheses:
a. “There is a significant positive relationship between performance goals and the intensity of employee effort at work”.
b. “There is a significant positive relationship between performance goals and the duration of employee effort at work”.
4-“Job security as a moderator has a negative effect in the monetary incentives-effort relation”, and this hypothesis is subdivided into the following minor hypotheses:
a. “Job security as a moderator has a negative effect in the monetary incentives-effort intensity relation”.
b. “Job security as a moderator has a negative effect in the monetary incentives-effort duration relation”.
5-“Performance goals as a moderator has a positive effect in the relationship between monetary incentives and effort”, and this hypothesis is subdivided into the following minor hypotheses:
a. “Performance goals as a moderator has a positive effect in the relationship between monetary incentives and effort intensity”
b. “Performance goals as a moderator has a positive effect in the relationship between monetary incentives and effort duration”
6- “Performance goals as a moderator has a positive effect in the job security-effort relation”, and this hypothesis is subdivided into the following minor hypotheses:
a. “Performance goals as a moderator has a positive effect in the relationship between job security and effort intensity”
b. “Performance goals as a moderator has a positive effect in the relationship between job security and effort duration”
Study population and sample:
The study population included all the sales representatives of the main stores of Vodafone and Mobinil companies for mobile services.
Sampling was adopted instead of surveying the whole population. An area sample, which included the sales representatives of the main stores of Vodafone and Mobinil in Cairo and Alexandria, was adopted.
Data collection:
A questionnaire was designed for collecting data. This questionnaire included a group of designated scales for measuring the study variables and was divided into four parts. The first part was used to measure the independent variables (monetary incentives and job security), the second part was used to measure the moderating variable (performance goals), and the third part was used to measure the dependent variable (effort and it’s dimensions, effort intensity and effort duration). The fourth part was used for getting personal data about the sales representatives included in the survey.
Statistical analysis:
The data set was analyzed using SPSS. Means, standard deviations and Pearson’s correlation coefficients among all study variables were calculated. Path analysis which is an extension of the regression model was used to estimate the magnitude of the associations between the study variables. All variables were standardized before they were used in the analysis. Next Moderated multiple regression was used to examine moderation. For this purpose 3 new product variables were created to represent the interaction between each of the independent variables and the moderators. In the regression analyses, the independent variables were entered first, followed by the moderating variables and then by the product variables.
Results:
The following results were achieved:
. No relationship was found between monetary incentives and employee effort at work including both effort intensity and effort duration.
. There is a significant negative relationship between job security and employee effort at work including both effort intensity and effort duration.
. There is a significant positive relationship between performance goals and the intensity of employee effort at work.
. No moderating effects were found for job security in the monetary incentives- effort, effort intensity and effort duration relations.
. Performance goals as moderators did have a significant negative effect in the relations between monetary incentives-effort, effort intensity and effort duration.
. Performance goals did have a significant positive effect in the job security- effort intensity relation, but didn’t have a significant effect in the job security-effort and effort duration relations.
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