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418 PART 4 COMPENSATION ENDNOTES 1. Jay Heizer and Barry Render, Operations Management (Upper Saddle River, NJ: Pearson, 2001), p. 15. 2. Even the traditional holiday bonus is being replaced by performance-based pay. A survey by consultants Hewitt Associates found that only about 5% of employers surveyed would distribute holiday cash bonuses. About 78% said they were offering performance-based awards, up from 51% about 15 years previously. Cash Bonuses Are Ghosts of Holidays Past, Survey Says, BNA Bulletin to Management, December 13, 2005, p. 396. See also Aligning Rewards with the Changing Employment Deal: 2006/ 2007 Strategic Rewards® Report, www. watsonwyatt.com/research/resrender. asp?id=2006-US-0038&page=1, accessed May 20, 2007. 3. Few Employees See the Pay for Performance Connection, Compensation & Benefits Review 17, no. 2 (June 2003); Most Workers Not Motivated by Cash, Incentive Today, July August 2004, p. 19; and Pay-for-Performance Plans Impact Uncertain: Study, Modern Healthcare, May 24, 2004, p. 34. 4. Kathy Chu, Employers See Lackluster Results Linking Salary to Performance, The Wall Street Journal, June 15, 2004, p. D2. 5. Car Salesman Commission the Way It Works, http://carsalesprofessional. com/car-salesman-commission/, accessed June 26, 2011. 6. Ibid. 7. Peter Glendinning, Kicking the Tires of Automotive Sales Compensation, Compensation & Benefits Review,September/October 2000, pp. 47 53; and Michele Marchetti, Why Sales Contests Don t Work, Sales and Marketing Management 156 (January 2004), p. 19. See also Salary and Bonus Gain Favor in Sales Pay (for Motor Vehicle Salespeople), Automotive News 75, no. 5915 (February 5, 2001), p. 50. 8. Ted Turnasella, Pay and Personality, Compensation & Benefits Review, March/ April 2002, pp. 45 59. 9. Jason Shaw et al., Reactions to Merit Pay Increases: A Longitudinal Test of a Signal Sensitivity Perspective, Journal of Applied Psychology 88, no. 3 (2003), pp. 538 544. 10. See, for example, Edward Deci, Intrinsic Motivation (New York: Plenum, 1975). 11. Ruth Kanfer, Motivation Theory, in Harry C. Triandis, Marvin D. Dunnette, and Leaetta M. Hough, Handbook of Industrial and Organizational Psychology (Palo Alto, CA: Consulting Psychologists Press, 1994), p. 113. For a recent discussion about applying Vroom s principles, see B. Schaffer, Leadership and Motivation. Supervision 69, no. 2 (February 2008), pp. 6 9. 12. For a discussion, see John P. Campbell and Robert Prichard, Motivation Theory in Industrial and Organizational Psychology, in Marvin Dunnette (ed.), Industrial and Organizational Psychology (Chicago: Rand McNally, 1976), pp. 74 75; Kanfer, Motivation Theory, pp. 115 116; and B. Schaffer, Leadership and Motivation, op cit. 13. See, for example, Aubrey Daniels et al., The Leader s Role in Pay Systems and Organizational Performance, Compensation & Benefits Review, May/June 2006, pp. 58 60; and Suzanne Peterson and Fred Luthans, The Impact of Financial and Non-Financial Incentives on Business Unit Outcomes Over Time, Journal of Applied Psychology 91, no. 1 (2006), pp. 156 165. 14. See, for example, Mary Ducharme and Mark Podolsky, Variable Pay: Its Impact on Motivation and Organisation Performance, International Journal of Human Resources Development and Management 6 (May 9, 2006), p. 68. 15. Ibid. 16. Employers Use Pay to Lever Performance, BNA Bulletin to Management, August 21, 1997, p. 272; and Variable Pay Is Superior to Bonus, People Management, February 24, 2011, p. 14. 17. See, for example, Kenan Abosch, Variable Pay: Do We Have the Basics in Place? Compensation & Benefits Review, July/ August 1998, pp. 2 22. 18. See, for example, Diane Cadrain, Cash Versus Non-Cash Rewards, HR Magazine, April 2003, pp. 81 87. 19. Richard Henderson, Compensation Management (Upper Saddle River, NJ: Prentice Hall, 2000), p. 463. 20. For a discussion of these, see Thomas Wilson, Is It Time to Eliminate the Piece Rate Incentive System? Compensation & Benefits Review, March/April 1992, pp. 43 49. For an example of piecework s use for workers working at home, see C. Tejada, I Only Have 150 More to Go, Wall Street Journal, July 3, 2003, pp. B1, B2. 21. K. Oanh Ha, California Workers Named in Articles Not Asked to Help in Piecework Probe, Knight Ridder/Tribune News, March 23, 2000, item 0008408e. 22. William Atkinson, Incentive Pay Programs That Work in Textile, Textile World 151, no. 2 (February 2001), pp. 55 57. 23. See, for example, Bias Creeps into Bonus Process, MIT Study Finds, Workforce Management, September 20, 2008, pp. 8 9. 24. The average uncorrected cross-sectional correlation was 17. Michael Harris et al., A Longitudinal Examination of a Merit Pay System: Relationships Among Performance Ratings, Merit Increases, and Total Pay Increases, Journal of Applied Psychology 83, no. 5 (1998), pp. 825 831; see also, H. Risher, Add Merit Pay for Performance, Compensation and Benefits Review 40 no. 6 (November/December 2008), pp. 22 29. 25. Eric R. Schulz and Denise Marie Tanguay, Merit Pay in a Public Higher Education Institution: Questions of Impact and Attitudes, Public Personnel Management 35, no. 1 (Spring 2006), p. 71(18); Thomas S. Dee and Benjamin J. Keys, Does Merit Pay Reward Good Teachers? Evidence from a Randomized Experiment, Journal of Policy Analysis & Management 23, no. 3 (Summer 2004), pp. 471 488. See also David N. Figlio and Lawrence W. Kenny, Individual Teacher Incentives and Student Performance, Journal of Public Economics 91, no. 5 6 (June 2007), p. 901(14). 26. Fay Hansen, Wage and Salary Trends, Compensation & Benefits Review 40, no. 5 (November/December 2008), p. 5. 27. Jonathan Glater, Varying the Recipe Helps TV Operations Solve Morale Problem, The New York Times, March 7, 2001, p. C1. 28. Steve Yegge, quoted in http://glinden. blogspot.com/2006/09/managementand-incentives-at-google.html, accessed June 1, 2011. 29. Brian Skelton, Dual-Career Tracks: Rewarding and Maintaining Technical Expertise, www.todaysengineer.org/2003/May/ dual-ladder.asp, accessed June 1, 2011. 30. Peterson and Luthans, The Impact of Financial and Nonfinancial Incentives. 31. See, for example, ibid., pp. 156 165. 32. Employee Recognition, WorldatWork, April 2008, at www.worldatwork.org/waw/ adimLink?id=25653, accessed November 3, 2009. 33. Michelle V. Rafter Back in a Giving Mood, Workforce Management 88, no. 10 (September 14, 2009), pp. 25 29. 34. See, for example, Leslie Yerkes, Fun Works: Creating Places Where People Love to Work (San Francisco, CA: Berrett-Koehler Publishers, 2007). 35. Charlotte Huff, Recognition That Resonates, Workforce Management, September 11, 2006, pp. 25 29. See also Scott Jeffrey and Victoria Schaffer, The Motivational Properties of Tangible Incentives, Compensation & Benefits Review, May/June 2007, pp. 44 50. 36. Bob Nelson, 1001 Ways to Reward Employees (New York: Workman Pub., 1994), p. 19. See also Sunny C. L. Fong and Margaret A. Shaffer, The Dimensionality and Determinants of Pay Satisfaction: A Cross-Cultural Investigation of a Group Incentive Plan, International Journal of Human Resource Management 14, no. 4 (June 2003), p. 559(22). 37. William Bulkeley, Incentives Systems Fine-Tune Pay/Bonus Plans, The Wall Street Journal, August 16, 2001, p. B4. 38. Jeremy Wuittner, Plenty of Incentives to Use E.I.M. Software Systems, American Banker 168, no. 129 (July 8, 2003), p. 680.
CHAPTER 12 PAY FOR PERFORMANCE AND FINANCIAL INCENTIVES 419 39. Nina McIntyre, Using EIM Technology to Successfully Motivate Employees, Compensation & Benefits Review, July/ August 2001, pp. 57 60. 40. Frank Giancola, Examining the Job Itself as a Source of Employee Motivation, Compensation & Benefits Review 43, no. 1 (2011), pp. 23 29. 41. www.deloitte.com/assets/Dcom-United- States/Local%20Assets/Documents/us_ consulting_2010StrategicSalesCompensa tionSurvey_072910.pdf, accessed June 1, 2011. 42. Ibid. 43. Deloitte Varicent, 2010 Strategic Sales Compensation Survey, p. 6, at http:// www.deloitte.com/assets/Dcom-United- States/Local%20Assets/Documents/ us_consulting_2010StrategicSalesCompensationSurvey_072910.pdf, accessed August 29, 2011. 44. Straight salary by itself is not, of course, an incentive compensation plan as we use the term in this chapter. 45. Donna Harris, Dealers Rethink How They Pay Salespeople, Automotive News, June 14, 2010, www.autonews.com/apps/ pbcs.dll/article?AID=/20100614/RETAIL 07/306149932m, accessed June 1, 2011. 46. Sonjun Luo, Does Your Sales Incentive Plan Pay for Performance? Compensation & Benefits Review, January/ February 2003, pp. 18 24. 47. Scott Ladd, May the Sales Force Be with You, HR Magazine, September 2010, p. 105. 48. Luo, Does Your Sales Incentive Plan Pay for Performance, pp. 331 345. See also James M. Pappas and Karen E. Flaherty, The Moderating Role of Individual- Difference Variables in Compensation Research, Journal of Managerial Psychology 21, no. 1 (January 2006), pp. 19 35; and T. B. Lopez, C. D. Hopkins, and M. A. Raymond, Reward Preferences of Salespeople: How Do Commissions Rate? Journal of Personal Selling & Sales Management 26, no. 4 (Fall 2006), p. 381(10). 49. Bill O Connell, Dead Solid Perfect: Achieving Sales Compensation Alignment, Compensation & Benefits Review, March/April 1996, pp. 46 47. See also C. Albrech, Moving to a Global Sales Incentive Compensation Plan, Compensation & Benefits Review 41, no. 4 (July/ August 2009), p. 52. 50. See, for example, Pankaj Madhani, Realigning Fixed and Variable Pay in Sales Organizations: An Organizational Lifestyle Approach, Compensation & Benefits Review 42, no. 6, pp. 488 498. 51. Leslie Stretch, From Strategy to Profitability: How Sales Compensation Management Drives Business Performance, Compensation & Benefits Review, May/ June 2008, pp. 32 37. 52. S. Scott Sands, Ineffective Quotas: The Hidden Threat to Sales Compensation Plans, Compensation & Benefits Review (March/April 2000), pp. 35 42. See also Driving Profitable Sales Growth: 2006/ 2007 Report on Sales Effectiveness, www. watsonwyatt.com/research/resrender.asp? id=2006-US-0060&page=1, accessed May 20, 2007. 53. Peter Gundy, Sales Compensation Programs: Built to Last, Compensation & Benefits Review (September/October 2002), pp. 21 28. See also T. B. Lopez, C. D. Hopkins, and M. A. Raymond, Reward Preferences of Salespeople: How Do Commissions Rate? Journal of Personal Selling & Sales Management 26, no. 4 (Fall 2006), p. 381(10). 54. Driving Profitable Sales Growth: 2006/ 2007 Report on Sales Effectiveness, www. watsonwyatt.com/research/resrender. asp?id=2006-US-0060&page=1, accessed May 20, 2007. 55. Varicent, 2010 Strategic Sales. 56. Bob Conlin, Best Practices for Designing New Sales Compensation Plans, Compensation & Benefits Review, March/April 2008, p. 51. 57. Ibid., p. 53. 58. www.vuesoftware.com/Product/Compensation_Management.aspx, accessed June 1, 2011. 59. Ibid. 60. Mark Meltzer and Howard Goldsmith, Executive Compensation for Growth Companies, Compensation & Benefits Review, November/December 1997, pp. 41 50; and Barbara Kiviat, Everyone into the Bonus Pool, Time 162, no. 24 (December 15, 2003), p. A5. 61. www.mercer.com/pressrelease/details. jhtml/dynamic/idContent/1263210, accessed January 2, 2007. 62. Meltzer and Goldsmith, Executive Compensation for Growth Companies, pp. 41 50. See also Patricia Zingheim and Jay Schuster, Designing Pay and Rewards in Professional Companies, Compensation & Benefits Review, January/February 2007, pp. 55 62; and Ronald Bottano and Russell Miller, Making Executive Compensation Count: Tapping into the New Long-Term Incentive Portfolio, Compensation & Benefits Review, July/ August 2007, pp. 43 47. 63. George Yancey, Aligning the CEO s Incentive Plan with Criteria that Drive Organizational Performance, Compensation & Benefits Review 42, no. 3 (2010), pp. 190 196. 64. See The Impact of Sarbanes-Oxley on Executive Compensation, www.thelenreid. com, accessed December 11, 2003. See also Brent Longnecker and James Krueger, The Next Wave of Compensation Disclosure, Compensation & Benefits Review, January/February 2007, pp. 50 54. 65. James Reda, Executive Compensation: Balancing Risk, Performance and Pay, Financial Executive 25, no. 9 (November 2009), pp. 46 50. 66. Meltzer and Goldsmith, Executive Compensation for Growth Companies, pp. 44 45; Max Smith and Ben Stradley, New Research Tracks the Evolution of Annual Incentive Plans, Executive Compensation, Towers Watson, 2010, Towerswatson.com, accessed August 28, 2011. 67. Max Smith and Ben Stradley, New Research Tracks the Evolution of Annual Incentive Plans, Executive Compensation, Towers Watson, 2010, Towerswatson.com, accessed August 28, 2011. 68. Ibid. 69. Ibid. 70. Ibid. 71. Meltzer and Goldsmith, Executive Compensation for Growth Companies, p. 44. Fay Hansen, Salary and Wage Trends, Compensation & Benefits Review, March/ April 2004, pp. 9 10. 72. Bruce Ellig, Executive Pay Financial Measurements, Compensation & Benefits Review, September/October 2008, pp. 42 49. 73. Dionne Searcey, Transocean Executives to Donate Bonuses, The Wall Street Journal, April 6, 2011, p. B1. 74. Benjamin Dunford et al., Underwater Stock Options and Voluntary Executive Turnover: A Multidisciplinary Perspective Integrating Behavioral and Economic Theories, Personnel Psychology 61 (2008), pp. 687 726. 75. Phred Dvorak, Slump Yields Employee Rewards, The Wall Street Journal,October 10, 2008, p. B2; Don Clark and Jerry DiColo, Intel to Let Workers Exchange Options, The Wall Street Journal, March 24, 2009, p. B3. 76. Wm. Gerard Sanders and Donald Hambrick, Swinging for the Fences: The Effects of CEO Stock Options on Company Risk-Taking and Performance, Academy of Management Journal 50, no. 5 (2007), pp. 1055 1078. 77. Study Finds That Directly Owning Stock Shares Leads to Better Results, Compensation & Benefits Review, March/April 2001, p. 7. See also Ira Kay, Whither the Stock Option? While Stock Options Lose More Luster as Executive Motivators, Compensation Committees Face Challenges, Including Selecting Other Forms of Stock Incentives, Financial Executive 20, no. 2 (March April 2004), p. 46(3); and Lucian A. Bebchuk and Jesse M. Fried, Pay Without Performance: Overview of the Issues, Academy of Management Perspective 20, no. 1 (February 2006), p. 5(20). 78. www.mercer.com/pressrelease/details. jhtml/dynamic/idContent/1263210, accessed January 2, 2007. 79. www.nceo.org/main/article.php/id/43/, accessed June 1, 2011. 80. Louis Lavelle, How to Halt the Options Express, BusinessWeek, September 9, 2002. 81. www.nceo.org/main/article.php/id/43/, accessed June 1, 2011.
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HUMAN THIRTEENTH EDITION RESOURCE M
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DEDICATED TO SAMANTHA AND TAYLOR
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C O N T E N T S Preface xxiii Ackno
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P R E F A C E Human Resource Manage
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