Effect of Small Group Incentives on Sales Productivity in Two Retail Shops: A Case Study
Description:
To meet global competition many companies have reorganized work process systems,
eliminated management levels, formed employee work groups and implemented variable compensation systems. This study investigated the effect of group incentives on individual sales performance in two specialty shops located in a large metropolitan hotel. Two questions were addressed: What effect would adding a group bonus plan have on individual employee's sales performance who had previously received hourly wages …
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Date:
May 1994
Creator:
Bohrer, Kathleen