A Teoria da Autodeterminação e o Princípio da Controlabilidade: Um estudo sobre a potencialização da relação de remuneração por incentivos e desempenho individual

Abstract

The general objective of the study was to identify if the Self-Determination Theory (Intrinsic and Extrinsic Motivation) mediates and enhance the relationship between Incentive Pay and Individual Performance. Also, if the application of the Controllability Principle for employees at the tactical and operational levels moderates the mentioned relationship. The research was applied in fourteen branches of an organization, recognized as one of the top ten companies to work in Brazil, named Atena company in this study. The study was carried out by means of an exploratory research regarding the objectives, qualitative and quantitative in relation to the approach of the problem. In regard to procedures, it was used a collection or a survey, a single case study. In the quantitative research, from a sample of 98 respondents and the application of a structured questionnaire, the statistical procedures of descriptive statistics on the profile, and the modeling of structural equations, were applied through SmartPLS. In the qualitative research, three cases were selected, consisting of three branches of Atena company. Interviews were conducted for managers and employees of each one, and they were analyzed in greater depth, through observation and interviews. The main results show that the average Self-determination maximizing the relationship between incentive pay and individual performance. It is noticed the importance of using behavioral factors as motivation in order to be potentiating the performance of employees continuously in the company. In addition, there was the influence of the Controllability Principle by moderating the relationship between incentive pay and individual performance of employees. Thus, the importance of a system that evaluates the individual performance of the employees, considering aspects and factors controllable, in order not to discourage them. Moreover, the predominant motivations in the research target were: Extrinsic Motivation through Integrative Regulation, Intrinsic Motivation, and Extrinsic Motivation through Injected Regulation. As a theoretical contribution of the study, the understanding and relevance of the behavioral factors compose the strategies tools of performance maximization of organizations, highlights gaps in the theory itself, since there is much of what to use in companies, based on theory, which can benefit practice, processes and other organizational tools.