Essay - The Impact of Performance-related Pay on Motivation and Job Satisfaction...

The Impact of Performance-Related Pay on Motivati***** and Job Satisfaction of Sales Personnel in the Computer Industry with Recommendations to Improve Management Practices of 99118A)

***** ***** ***** Performance-Related Pay on Motivation and Job ***** of ***** Personnel in the Computer Industry ***** Recommendations ***** Improve ***** Practices

Introduction

There are a wide v*****riety of theories available to help explain why some people are motivated and satisfied in the workplace while others ***** not. While all of these ***** provide some useful *****sights in***** what motivates people, many of them have been cited as lacking the robustness needed to develop a comprehensive view of employee motivation and job satisfaction in mean*****gful ways. Moreover, while pay continues to represent a fundamentally important component of why people go to work in the first place, some reward techniques that appear to ***** viable approaches ***** improving employee motivation may backfire unless carefully administered. In addition, there remains a fundamental need to develop appropriate metrics that can be used ***** measure what needs to be measured, and these metrics should be linked with an organization's strategic goals.

***** and Objectives

Employee motivation and their degree of job satisfaction can have an enormous impact on an organizati*****'s performance and pr*****itability. Properly administered, researchers ***** shown time and again ***** companies that use performance-related pay initiatives experience improved ***** motivation and ***** (Sims, 2002). Different companies, though, have enjoyed varying levels of results through the use of ***** pay based on ***** own unique organizational goals and situation in an increasingly globalized and competitive marketplace. In this regard, Neff (*****) emphasizes that, "Successful companies know ***** motivated, satisfied employees increase customer satisfaction and profit margins. Because of the link between employee satisfaction and customer satisfaction, ***** ***** implemented an array of strategies to help ***** employees' internal *****" (p. 385). Despite this well established connection ***** employee motivation, job satisfaction and organizational performance and profitability, o*****r auth*****ities point out that some efforts to increase ***** internal ***** can backfire if care is not taken in the selection of the type ***** reward system used (Mann, 2006). Therefore, ident*****ying when ***** why and how well performance-related pay techniques ***** has assumed new relevance ***** importance today and represent the basic aim of ***** study.

***** specific objectives of the study are to ***** timely and informed answers to the following research questions:

***** metrics ***** commonly ***** by the companies competing in the computer industry to measure sales people's performance today?

How are such metrics used?

***** fair ***** ***** ***** regarded by sales people/teams?

Are people motivated by the metrics ***** the way *****y are used?

How are ***** and performance ********** systems ***** for performance-related pay?

***** performance--related pay motivate sales people to deliver expected results?

How does ***** pay impact job *****?

What issues would the ***** people interviewed like to change in ***** metrics used for PRP?

What *****s to performance-related pay are desired by sales managers and sales people in the computer