Chain Mediation Mechanism of Sales Incentive, Psychological Contract, and Team Performance Under Digital Transformation: An Applied Review

Kai Huang

Financial Economics Insights, 2026, vol. 3, issue 2, 41-61

Abstract: Digital transformation fundamentally reshapes how modern organizations design complex incentive systems, build enduring psychological bonds with their employees, and accurately measure collective team outcomes. This comprehensive review systematically examines the intricate chain mediation pathway extending from sales incentive mechanisms, progressing through both transactional and relational psychological contracts, and ultimately culminating in enhanced team performance. By rigorously analyzing 85 high-impact empirical studies published between 2021 and 2025, we identify and articulate a robust four-stage sequential chain: initial incentive stimulus effectively triggers transactional contract fulfillment, which subsequently deepens into profound relational contract commitment, which then directly drives substantial team performance gains. Furthermore, digital transformation acts as a critical boundary condition that significantly amplifies or disrupts each specific link within this mediation chain. Consequently, we propose an integrated theoretical framework that successfully unifies traditional incentive theory, psychological contract theory, and team performance theory under a contemporary digital transformation lens. Our findings reveal that non-monetary incentives gain increasing motivational power as organizations advance through progressive digital maturity stages, and that the critical transition from transactional to relational contracts represents the most fragile link in the entire chain. Ultimately, this review contributes a novel chain mediation perspective that moves significantly beyond simple input-output models of incentive effectiveness. It also strategically maps five frontier research directions for future scholars, specifically highlighting the immense potential of AI-driven adaptive incentive systems and blockchain-enabled transparent reward mechanisms in modern corporate environments.

Keywords: sales incentives; psychological contracts; team performance; chain mediation; digital transformation (search for similar items in EconPapers)
Date: 2026
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