"Want to" Versus "Have to": Intrinsic and Extrinsic Motivators as Predictors of Compliance Behavior Intention

Abstract

“Worthless,” “money burning,” or “black holes” is how media and professionals describe compliance practices today. Practitioners are unenthusiastic ab out con-trol systems, codes of conducts, and systems for compliance management that are increasing in volume but not in effectiveness. In order to help practitioners clarify what actually makes employees comply with their compliance program, this study examines intrinsic and extrinsic motivators of 119 employees from procurement and sales. We contribute to the existing motivation literature, test-ing the self-determination theory in low and high hierarchical levels. Our fi nd-ings show that intrinsic motivators are more strongly and positively related to compliance intention on higher hierarchical levels than the lower ones. How-ever, employees from higher hierarchies show overall less compliance intention than employees from lower hierarchies.