20. A company pays its sales staff commissions based on the number of units they sell so that it can influence their performance. Which aspect of job performance is affected by this compensation structure?
Answer: A
Motivation
The compensation structure that ties commissions to the number of units sold directly influences the motivation of sales staff to perform better. By incentivizing sales through financial rewards, employees are likely to be more driven to increase their sales figures.
A) Motivation
This option is correct as it directly relates to the desire and drive of employees to achieve higher sales through the promise of commissions. Motivation is a key factor that influences how hard employees work and how much effort they put into their sales activities.
B) Role perception
Role perception refers to how well employees understand their job responsibilities and expectations. While it is important for performance, the commission structure does not directly impact how sales staff perceive their roles; it primarily serves to motivate them to sell more.
C) Job skill
Job skill relates to the abilities and competencies that employees possess to perform their job tasks effectively. The commission-based compensation does not enhance or diminish their skills; rather, it incentivizes them to utilize their existing skills more effectively in pursuit of higher sales.
D) Job aptitude
Job aptitude refers to the natural ability or talent an individual has for performing specific tasks. The commission structure does not affect an employee's aptitude; it is designed to motivate those who already possess the necessary skills and abilities to sell more units.
Conclusion
In summary, motivation is the key aspect impacted by the commission-based compensation structure as it encourages sales staff to increase their performance for financial gain. The other options—role perception, job skill, and job aptitude—do not directly relate to how compensation influences employee motivation to enhance their sales efforts.