Work Motivation, Incentive Systems, and Job Stress as Predictors of Sales Performance in the Digital Telecommunications Sector
DOI:
https://doi.org/10.54518/rh.6.1.2026.1018Keywords:
Incentive System, Job Stress, Performance, Sales Personnel, Work MotivationAbstract
This study is motivated by the importance of improving sales performance as a key factor in achieving IndiHome marketing targets in Yogyakarta, where employee performance is influenced by internal factors such as work motivation, incentive systems, and job stress. The purpose of this research is to examine the effect of work motivation, incentive systems, and job stress on the performance of IndiHome sales personnel in Yogyakarta. A quantitative approach with an associative research design was employed, and data were collected through Likert-scale questionnaires distributed to 60 sales staff. The data were analyzed using multiple linear regression with SPSS version 23, including validity, reliability, and classical assumption tests. The results indicate that work motivation and incentive systems have a positive and significant effect on sales performance, while job stress does not have a significant partial effect. However, when examined simultaneously, work motivation, incentive systems, and job stress significantly influence the performance of IndiHome sales personnel in Yogyakarta. In conclusion, improving sales performance can be achieved by strengthening work motivation, implementing fair incentive systems, and effectively managing job stress to support optimal achievement of sales targets.
Downloads
References
Agung, R., & Oetomo, D. (2017). The effect of compensation and incentives on employee productivity. Journal of Management Studies, 15(2), 67–78.
Ardiyanti, N., & Radiansyah, E. (2024a). Pengaruh insentif dan beban kerja terhadap kinerja karyawan yang dimediasi oleh stres kerja. Masyarakat Pendidikan: Jurnal Pendidikan, Ilmu Sosial dan Pengabdian kepada Masyarakat, 4(3), 1544–1553.
Ardiyanti, R., & Radiansyah, A. (2024). The impact of work stress on sales performance: Evidence from Indonesian sales force. Journal of Management Research, 12(1), 78–90.
Ardiyanti, R., & Radiansyah, M. (2024b). Pengaruh sistem insentif terhadap motivasi dan kinerja karyawan. Jurnal Manajemen dan Bisnis Terapan, 8(1), 55–63.
Ardiyanti, S., & Radiansyah, M. (2024c). Pengaruh sistem insentif terhadap kinerja karyawan dengan stres kerja sebagai variabel mediasi. Jurnal Ilmu Manajemen dan Bisnis, 12(1), 55–64.
Aryani, A. D., Nugroho, W. S., & Wening, N. (2022). Pengaruh kompensasi, motivasi dan stres kerja terhadap kinerja karyawan: Studi kasus pada komunitas keluarga Gojek 24 Yogyakarta (2021). Jurnal Ekonomi, Bisnis dan Manajemen, 1(4), 281–305.
Bakker, A. B., Demerouti, E., & Sanz-Vergel, A. (2023). Job demands–resources theory: Ten years later. Annual Review of Organizational Psychology and Organizational Behavior, 10(1), 25–53.
Cai, A., Liu, M., & Liu, H. (2022a). A methodology for evaluating salespeople performance considering efficiency and effect: A case study of a liquor company in China. Frontiers in Psychology, 13(4), 923-938.
Cai, W., Xu, C., Yu, S., & Gong, X. (2022b). Research on the impact of challenge-hindrance stress on employees’ innovation performance: A chain mediation model. Frontiers in Psychology, 13(5), 745-759.
Churchill, G. A., Ford, N. M., & Walker, O. C. (1985). Sales force management: Planning, implementation, and control. Homewood, IL: Irwin.
Claro, D. P., Plouffe, C. R., & Vieira, V. A. (2023). Sales compensation plan type and sales opportunity coverage: “Double-edged” sword effects on sales performance. Industrial Marketing Management, 113(12), 153–167.
Claro, D. P., Ramos, C., & Palmatier, R. W. (2024). Dynamic and global drivers of salesperson effectiveness. Journal of the Academy of Marketing Science, 52(2), 399–425.
Desty, N., & Ralina, R. (2021). Sistem insentif dan pengaruhnya terhadap kinerja karyawan pada perusahaan jasa. Jurnal Ilmu Manajemen, 9(2), 112–120.
Figueiredo, E., Margaça, C., García, J. C. S., & Ribeiro, C. (2025). The contribution of reward systems in the work context: A systematic review of the literature and directions for future research. Journal of the Knowledge Economy, 5(3), 1–35.
Fitriya, F., Putri, T. D., & Wibowo, S. N. (2025). The effect of workload and work environment on employee performance through work stress as a mediation variable at PT Dharma Kyungshin Indonesia. Indonesian Interdisciplinary Journal of Sharia Economics (IIJSE), 8(3), 9828-9839.
Gagné, M., Forest, J., Vansteenkiste, M., Crevier-Braud, L., Van den Broeck, A., Aspeli, A. K., … Halvari, H. (2022). The multidimensional work motivation scale: Validation evidence in 12 countries. European Journal of Work and Organizational Psychology, 31(2), 241–256.
Good, V., Hughes, D. E., Kirca, A. H., & McGrath, S. (2022). A self-determination theory-based meta-analysis on the differential effects of intrinsic and extrinsic motivation on salesperson performance. Journal of the Academy of Marketing Science, 50(3), 586–614.
Hakman, H., Suhadi, S., & Yuniar, N. (2021). Pengaruh beban kerja, stres kerja, motivasi kerja terhadap kinerja perawat pasien Covid-19. Jurnal Perawatan Keperawatan dan Teknologi Kesehatan (NCHAT), 1(2), 47–54.
Hao, X. (2023). Study on incentive factors and incentive effect differences of teachers in universities and colleges under the view of demographic variables. Education and Teaching Forum, 18(5), 22–29.
Johnston, M. W., & Marshall, G. W. (2019). Sales force management: Leadership, innovation, technology (13th ed.). New York, NY: Routledge.
Kaše, R., Saksida, T., & Mihelič, K. K. (2022). New work: New motivation? A comprehensive literature review on the impact of workplace technologies. Management Review Quarterly, 72(2), 391–417.
Kim, S., & Kim, D. (2021). Public service motivation and work performance: The role of intrinsic and prosocial values in modern organizations. Public Personnel Management, 50(3), 336–356.
Kudsi, M. R., Riadi, S. S., & AS, D. L. (2017). Pengaruh pengembangan karir dan sistem insentif terhadap kinerja karyawan. Jurnal manajemen, 9(2), 85-93.
Li, Y., & Jones, J. (2023). Employee recognition, intrinsic motivation, and job performance: Evidence from organizational settings. Human Resource Development International, 26(1), 45–62.
Lilo, A. N. G., & Ardiansari, A. (2025). The Influence of work environment and work motivation on employee performance through job satisfaction as a mediation variable. Research Horizon, 5(4), 1111-1124.
Liu, W., & Liu, Y. (2022). The impact of incentives on job performance, business cycle, and population health in emerging economies. Frontiers in Public Health, 9(5), 778-791.
Locke, E. A. (1968). Toward a theory of task motivation and incentives. Organizational Behavior and Human Performance, 3(2), 157–189.
Mariusz, G., & Piotr, P. (2024). The role of the incentive system in the process of reducing stress levels in the workplace. European Research Studies Journal, 27(3), 652-676.
McAnally, K., & Hagger, M. S. (2024). Self-determination theory and workplace outcomes: A conceptual review and future research directions. Frontiers in Psychology, 15(9), 1120-1136.
Ngala, E., Lapalelo, B., & Imran, T. (2025). Intrinsic motivation and employee performance improvement in educational organizations. Research Horizon, 5(4), 1437-1452.
PT Telkom Indonesia Tbk. (2023). Laporan keberlanjutan (ESG) 2023. Retrieved on October 23, 2025, from https://www.telkom.co.id/minio/show/data/lampiran/1711937336092_original_Laporan%20Keberlanjutan%20Telkom%202023_website.pdf.
Rabbani, A. A., & Bagasworo, W. (2024). Pengaruh stres kerja, program insentif dan motivasi terhadap kinerja driver ojek online. Journal of Accounting, Management and Islamic Economics, 2(1), 227–242.
Robbins, S. P., & Judge, T. A. (2021). Organizational behavior (18th ed.). London: Pearson Education Limited.
Ryan, R. M., & Deci, E. L. (2020). Intrinsic and extrinsic motivation from a self-determination theory perspective: Definitions, theory, practices, and future directions. Contemporary Educational Psychology, 61(10), 101-110.
Sharma, R., & Joshi, N. (2023). Herzberg’s motivation-hygiene theory and employee retention: Evidence from the IT & ITES industry. Prabandhan: Indian Journal of Management, 16(4), 17–28.
Silaen, N. R., Nurlaeli, A., Asir, M., Arta, I. P. S., Siregar, L. A., Mahriani, E., ... & Komalasari, I. & Widiyawati, W.(2022). Manajemen Sumber Daya Manusia (Perspektif, Pengembangan Dan Perencanaan). Bandung: Widina Bhakti Persada.
Van den Broeck, A., Ferris, D. L., Chang, C. H., & Rosen, C. C. (2021). A review of self-determination theory’s basic psychological needs at work. Journal of Management, 47(1), 174–197.
Vo, T. T. D., Tuliao, K. V., & Chen, C.-W. (2022). Work motivation: The roles of individual needs and social conditions. Frontiers in Psychology, 13(5), 886-910.
Wang, Y., & Zhang, J. (2019). Fair incentive systems and employee performance in modern organizations. International Journal of Human Resource Studies, 9(2), 45–57.
Zakaria, S. I., Ferdinand, A. T., & Raharjo, S. T. (2017). The strategy to improve salesperson’s performance by salesperson’s technical competency, sales soft capability, service orientation, and adaptive selling. Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science), 16(3), 167–181.
Downloads
Published
How to Cite
License
Copyright (c) 2026 Amelia Rismawati, Yenni Kurnia Gusti
This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.
