Here is the synopsis of our sample research paper on AN ANALYSIS OF SKILL ACQUISITION AND PERFORMANCE INCENTIVES . Have the paper e-mailed to you 24/7/365.
Essay / Research Paper Abstract
This 3-page paper examines the fallacy of performance incentives, based on Gibbon's article "Incentives in Organizations." Bibliography lists 1 source.
Page Count:
3 pages (~225 words per page)
File: D0_MTincedisc.rtf
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Unformatted sample text from the term paper:
for B remain true today. Even without Gibbons examples, the concept of "you get what you pay for" is likely true. In
the intervening years between Kerrs treatise and today came along the "Peter Principle," in which people rise to the level of their own incompetence. The other slogan for this is,
you cant make a silk purse out of a sows ear. But Gibbons points out, and quite rightly, that the problem with
"performance incentive" is that it makes assumptions that people simply need incentive to "do better." Gibbons relies on an article penned by Baker et al in 1994, which covers the
H.J. Heinz company, which rewards its division managers with bonuses only if earnings increased from the previous year. Good thought, at least in theory. But what ended up happening was
that the managers resorted to dishonest means to make it seem as though earnings were increasing, even manipulating the timing of shipments to customers and by pre-paying for services that
were received. This ended up costing the firm, while rewarding the miscreants. The other example brought by Baker and his colleagues involved
Dun & Bradstreet, a firm in which salespeople didnt earn any commission unless the customer brought a larger subscription to the credit-report services than in the previous year. To reach
this commission, salespeople ended up deceiving customers to increase their subscription by overstating their historical usage - a fraudulent practice. Dun & Bradstreet ended up facing millions of dollars in
lawsuits. Finally, there was the case of the unnecessary repairs, in which the Sears auto-repair shop mechanics misled customers into authorizing unnecessary
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