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Die Rolle der Selbstaufwertung beim Einsatz von Statusanreizen im Vertrieb
[The role of self-enhancement when using status incentives]

Author

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  • Vogt, Niclas

Abstract

Ziel dieser Untersuchung ist es, die sozialpsychologische Theorie der Selbstaufwertung auf die in der Unternehmenswelt verbreitete Nutzung von Statusanreizen anzuwenden. Genauer wird sich anhand eines fiktiven Sales-Teams die potenzielle Wirkung der Selbstaufwertung angeschaut, die durch die Vergabe von Statusanreizen ausgelöst wird. Spezieller Fokus wird auf die resultierende Motivationswirkung gelegt. Die Untersuchung hat gezeigt, dass Statusveränderungen durch Statusanreize (Statusmanipulation) eine sehr starke Wirkung auf die Motivationsleistung von Mitarbeitern haben, weil die Selbstaufwertung beeinflusst wird. Die primäre Erkenntnis war, dass diese Statusveränderungen von Personen innerhalb eines Teams ambivalente Effekte auf die Gesamtmotivationsleistung haben können, unter anderem, da in Teamdynamiken eine Statuserhöhung einzelner Mitglieder mit der relativen Verringerung des Status der anderen Mitglieder einhergeht. Neben anderen Effekten ändert dies die Struktur der sozialen Vergleiche (Selbstaufwertungstheorie) innerhalb des Sales-Teams, die starke Motivationswirkungen besitzen.

Suggested Citation

  • Vogt, Niclas, 2022. "Die Rolle der Selbstaufwertung beim Einsatz von Statusanreizen im Vertrieb [The role of self-enhancement when using status incentives]," Junior Management Science (JUMS), Junior Management Science e. V., vol. 7(4), pages 1133-1146.
    • Handle: RePEc:zbw:jumsac:295013
    DOI: 10.5282/jums/v7i4pp1133-1146
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    References listed on IDEAS

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