Relationships Among Pay-for-Performance, Work Stressors, and Depression in Sales Workers: A Structural Equation Model Analysis.

Abstract

The aim of this study was to examine whether pay-for-performance (PFP) affects depression via work stressors. This study used data from self-administered questionnaires obtained from 1160 sales workers, and the data were analyzed using structural equation modeling (covariance structure analysis). Models included "long hour labor condition (LHLC)," which consisted of the number of working hours, hours worked per month, service overtime, and increase or decrease in working hours; seven work stressors; and the Center for Epidemiologic Studies Depression scale. According to the final model (CFI = 0.950, RMSEA = 0.035), PFP worsened LHLC (standardized total effect [STE] = 0.357) and improved job control (STE = 0.108), and although slightly, exacerbated depression via other work stressors (STE = 0.051). Our results suggest the need for measures to avoid prolonged overwork to prevent worsening of employee mental health when introducing or implementing PFP.