CHAPTER10-MOTIVATING REWARDING EMPLOYEES培训教材.pptVIP

郭志文 2001 Copyright Anil Vazirani Sales manager for Bruce Wilcox Insurance He and his boss agree Gaeta’s saying: family value can and do drive sales performance Incentive program : “Summer Fun” Reward ”Bruce Bucks” for exceed sales goals Bid for merchandise at summer picnic Spouses and children root them on, bid for desirable items with Bruce Bucks Family push for more Bruce Bucks than others Question 1 What’s your reaction to this incentive plan at Bruce Wilcox Insurance? Explain your position. Answer: ingenious program Need： Social needs (Maslow)– family life important Work environment trend ( busy, late, overtime, business trip, work overseas..) ? few time with family ? want to compensate System：clear , equity and expectable reward： realistic (Bruce Bucks bid for merchandises) link with performance ( most important ) satisfy individual needs and org. goals Question 2 Do you believe that such incentives as the one described at Bruce Wilcox Insurance can be successfully used at other companies? Why or why not? Do special conditions have to exist for such a system to work? Explain. Answer： Basically, agree the point “ the relation between happy family life and high performance” Work people have such needs to satisfy family Most companies use family-oriented programs can work. .Special conditions: Employee structure If most are young or single, may not work. Question 3 What issues do you see in this case for (a) the Wilcox sales people (b) Their spouses and family members (c) Anil Vaziranl (d) Richard Gaeta Answer： The Wilcox sales people 1. How to set the sales goals with boss? 2. How to get the family support for hard work through this program? Their spouses and family members 1. How to understand and accept spouse work hard and spend few time at home? 2. How to support and encourage the spouse? Answer： (c) Anil Vazirani 1. How to promote the incentive programs? 2. How to attract employee’s family? 3. How t