IncentiveorEntitlement-UniversityofStThomas激励或权利-圣汤姆斯大学

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1、IncentiveorEntitlement?JulieShustromUniversityofSt.ThomasDecember16,2004TheProblemIncentivescanbeexpensive.Thewrongincentivewillnotmotivate.Overtime,employeescancometofeelentitledtoawards.Entitlementmakesprogramsineffective.BackgroundIncentiveprogramis10yearsold.Point-based

2、NocashProgramparticipantsarefrontlineemployees.Productandservicesalesarenowajobexpectation.NegativeFeedbackEmployeediscontentwiththeincentiveprogramhasincreasedoverthepastseveralyears.Incentiveamountsparticipantsreceiveare“notenough.”Rulesandgoalsarenotfairorappropriatelyal

3、ignedwithday-to-dayjobresponsibilities.TheQuestion“Doemployeesperceivetheawardstheyreceivethroughthecompany’sincentiveprogramasanentitlement?HowtoMeasureEntitlementMeasureemployeeperceptionsofClarityofprogramrulesFairnessandattainabilityofgoalsHowawardsaregivenResultsvs.act

4、ivitiesBetterperformersearnmoreThresholdrequirementAttractivenessofawardoptionsImportanceofpublicrecognitionMethodologyPapersurveyto100customerserviceemployees14questions9questionsmeasuringfactorsthatcanindicateentitlementmentality5employeebackgroundquestionsResults41.3%res

5、ponserateDoNotIndicateEntitlementAgreedorStronglyAgreedTopsellersshouldreceivemoreawardsthanlesserperformers(71%)Rewardsareappealing(74%)IndicateEntitlementDisagreedorStronglyDisagreedGoalsareattainable.(66%)Minimumthresholdshouldberequired.(63%)RewardsareappropriatetoEffor

6、t(74%)Contributions-$(79%)ContradictionAchievementlevels73%achieve“minimum”or“breakthrough”levels.GoalattainabilityOnly32%saidgoalsareattainable.SplitResponsesProgramrulesareclear.Agree:58%Disagree:42%Programmotivatessalesefforts.Agree:53%Disagree:47%Recognitioneventisimpor

7、tant.Agree:53%Disagree:40%AnAnswer?“Doemployeesperceivetheawardstheyreceivethroughthecompany’sincentiveprogramasanentitlement?AcautiousNORecommendationsContinuetostudy.Focusgroupsmayclarifyconflictinginformationfoundfromsurvey.Increasecommunication.Improveunderstandingofpro

8、gramstructureandrules.Provideinformationaligningemployeecontributionswiththegoalsa