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Business & Marketing
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Essay
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English (U.S.)
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Topic:
On the Folly of Rewarding A, While Hoping for B Analysis
Essay Instructions:
With this discussion we will reflect on the article, On the Folly of Rewarding A, While Hoping for B. You may draw from what you have learned from the readings, your own, research, or your personal experience. Prior to participating in the discussion be certain you have read the chapter, viewed the course materials, and are ready to be an informed participant.
In the Reading: On the Folly of Rewarding A, While Hoping for BPreview the documentView in a new window; the author provides several examples of procedures practiced within a variety of organizations – provide some personal examples and discuss what was hoped for and what was the result.
Essay Sample Content Preview:
ORGANIZATION 2: On the Folly of Rewarding A, While Hoping for B
Name
Institution
Date
Discussion
Provide some personal examples and discuss what was hoped for and what the result was
The premise of the Folly of Rewarding A, While Hoping for B is that the reward system often encourages certain desired behaviors, but then rewards the opposite (Kerr, 1975). Sales managers often require that the sales person consider the organization goals when making sales, but then reward them depending on their sales level. The sales personnel expect that they will be rewarded for reaching certain sales targets. The sales person then is likely to engage in behavior that is associated with higher rewards. The sales managers may need to determine why the sales personnel behavior does not necessarily match the organizational goals.
In another case, my next door neighbor worked in a manufacturing plant right after high school, where the management paid the employees for their productivity, even when some were concerned and committed to maintaining safety...
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