Managing Incentives
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Managing Incentives
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Author : Alexander Chernev
language : en
Publisher: Cerebellum Press
Release Date :
Managing Incentives written by Alexander Chernev and has been published by Cerebellum Press this book supported file pdf, txt, epub, kindle and other format this book has been release on with Business & Economics categories.
Incentives are inducements that aim to enhance the value of an offering by increasing its benefits or, more frequently, by reducing its costs. The ultimate goal of incentives is to incite action on the part of the company’s target customers, collaborators, and employees. Because they typically are used to increase sales volume, incentives are often referred to as sales promotions. The key aspects of designing and managing incentives are the focus of this note. The discussion of managing incentives is complemented by an in-depth overview of sampling as a promotional tool and an outline of the game-theory view of sales promotions. This note is an excerpt (Chapter 13) from Strategic Marketing Management: Theory and Practice by Alexander Chernev (Cerebellum Press, 2019).
Managing Through Incentives
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Author : Richard B. McKenzie
language : en
Publisher: Oxford University Press
Release Date : 1998-09-24
Managing Through Incentives written by Richard B. McKenzie and has been published by Oxford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1998-09-24 with Business & Economics categories.
Incentives are the most powerful tools executives can use to improve worker performance. This is particularly true in today's empowered workplace, where incentives can ensure that workers apply their initiative toward company goals. Now, in this groundbreaking book, Richard McKenzie and Dwight Lee show how to select the right incentives and how to use them for best results. Generously illustrated with examples from business, industry, government, academia, and professional sports, this superb volume offers a comprehensive overview of incentives, both in theory and in practice, providing a wealth of ideas managers can use to get employees to work harder, smarter, and more cooperatively. Much of the book is quite eye-opening. For instance, while McKenzie and Lee recognize that money is the prime motivator, they urge managers not to overlook the power of non-monetary incentives, carefully evaluating such motivators as fringe benefits, psychological incentives, education, and training. And they examine a host of other issues, including how to take advantage of executive "overpayment" to increase profits; the limits of piece-rate and other pay-for-performance schemes; finding the right balance between current pay and a more generous pension plan; the value of tough bosses; and hostile takeovers as a form of managerial incentive. How workers are rewarded is often more important than how much they are rewarded, say the authors. The job of good managers is getting the incentives right. Managing Through Incentives shows managers how to apply proven motivators to help any size firm energize the work force, increase its profits, and meet the awesome challenges of today's fiercely competitive global economy.
Successful Management By Motivation
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Author : Bruno S. Frey
language : en
Publisher: Springer Science & Business Media
Release Date : 2013-03-09
Successful Management By Motivation written by Bruno S. Frey and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-03-09 with Business & Economics categories.
Motivated employees play a crucial role in creating a companys sustainable competitive advantage. Successful Management by Motivation shows that in a knowledge-based society, this goal cannot be achieved by extrinsic motivation alone. Pay for performance often even hurts because it crowds out intrinsic motivation. To succeed, companies have to find ways of fostering and sustaining intrinsic motivation. With the help of in-depth case studies, representative surveys, and analysis based on a large number of firms and employees, this work identifies the various aspects of motivation in companies and shows how the right combination of intrinsic and extrinsic motivation can be achieved.
Managing Through Incentives
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Author : Richard B. McKenzie
language : en
Publisher:
Release Date : 2023
Managing Through Incentives written by Richard B. McKenzie and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023 with Employee motivation categories.
This book explains how firms can improve the performance of the people on whom they depend - workers, customers, suppliers, stockholders, by managing the incentives system better.
Managing Human Resources In Local Government
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Author : Urban Institute
language : en
Publisher:
Release Date : 1973
Managing Human Resources In Local Government written by Urban Institute and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1973 with Bonus system categories.
Pamphlet on personnel management problems in local government, in the USA, with particular reference to Motivation of public servants and civil servants - covers wage incentive programmes, job enrichment schemes, fringe benefits, flexible hours of work, etc. References.
Incentive Management
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Author : James F. Lincoln
language : en
Publisher:
Release Date : 1953
Incentive Management written by James F. Lincoln and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1953 with Incentives in industry categories.
Compensation And Motivation
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Author : Thomas J. McCoy
language : en
Publisher: Amacom Books
Release Date : 1992
Compensation And Motivation written by Thomas J. McCoy and has been published by Amacom Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 1992 with Business & Economics categories.
Forward-thinking companies are waking up to the fact that compensation is not merely a financial cost, but a powerful tool that can boost performance and profits at all levels of the organization. Linking psychology and pay is both an art and a science, and Compensation and Motivation is the first complete guide to this cutting-edge approach. For more than fifteen years, author Thomas J. McCoy has improved the performance of organizations through improving the performance of their employees. In these pages, he spells out the details of his innovative Behavior-Based Incentive Compensation system (BBIC). You'll learn why you should replace typical bonus and commission arrangements (which usually apply only to executives and sales personnel) with performance-oriented, self-funding plans that truly empower every employee. And, step by step, you'll learn how to identify your organization's needs; choose the best behavioral and compensation elements to address those needs; combine those elements into an incentive plan that will maximize performance and provide the best return for your compensation dollar and your management efforts; manage the sometimes difficult transition from fixed to variable compensation; balance the use of cash and noncash options; link incentive compensation with teamwork and quality improvements (such as Total Quality Management) for synergistic results; and measure your progress (using the Total Effectiveness Rating Model). GTE, Frito Lay, Xerox, Coming, and Vista Chemical are just a few of the corporations that have adopted the BBIC system as an attractive alternative to traditional compensation practices. This book includes candid accounts of their experiences--information and insights gleaned from McCoy's personal interviews--that will help you translate theory into practice as you design and implement your own new compensation plan. Compensation and Motivation shows how to apply the proven techniques of behaviorists such as Herzberg, Maslow, and Skinner without taking your eye off the bottom line. Use this pioneering yet practical handbook to make psychological and financial rewards work together at your company--perhaps for the first time.
The Book On Incentive Compensation Management
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Author : David Kelly
language : en
Publisher: Lulu.com
Release Date : 2014-04-10
The Book On Incentive Compensation Management written by David Kelly and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-04-10 with Business & Economics categories.
Making Incentive Compensation Management - ICM - projects and operations more successful.
Motivate And Reward
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Author : H. Kressler
language : en
Publisher: Springer
Release Date : 2003-03-21
Motivate And Reward written by H. Kressler and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-03-21 with Business & Economics categories.
Motivation, ability and potential for development are crucial for performance and the achievement of objectives. The author, from his extensive management experience at Unilever, the leading multinational corporation, demonstrates the importance of the link between motivation, assessment of performance and potential, and reward and incentive strategies. It is only by getting this relationship right that the company can achieve business success.
The Complete Guide To Sales Force Incentive Compensation
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Author : Andris Zoltners
language : en
Publisher: AMACOM
Release Date : 2006-08-07
The Complete Guide To Sales Force Incentive Compensation written by Andris Zoltners and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-08-07 with Business & Economics categories.
A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.
