Post by arfanho7 on Feb 27, 2024 3:36:00 GMT
If the reward was something like a motorcycle the outcome may have been different he says. The unconditional schemes had two versions gift and real gift both of which were given regardless of how the salesperson performed. The theory Chung and Narayandas were testing was whether employees given an unconditional bonus would reciprocate by working harder.
In the gift condition the sales team was told the company had decided to give each member a bonus which would be paid at the end of the week. In the real gift condition the salespeople were told about and given the bonus at the same time. boost but Chung points out the positive effect came mainly from the Hungary Phone Number List high performers. For the low performers the effect was close to zero he says. In the real gift condition there was an average net decrease in performance by percent. It actually hurt Chung says. I think it s because they thought they were being compensated for past performance. The thinking is Hey I must be doing something right thus far. I think I may be overworking so maybe I should slack off. An unintended finding of the experiment revealed a big difference in the effects of seasonal fluctuations in demand.
High performers were not affected much but low performers were hugely affected by seasonal demand Chung says. A Practical Guide The researchers who will present the findings to the company this fall believe the research can guide management decisions. If the company wants to smooth out its sales it should put high performers in areas with high seasonal fluctuation he says. If the company is giving an unconditional gift sales managers should expect to see a boost in productivity from just the high performers.
In the gift condition the sales team was told the company had decided to give each member a bonus which would be paid at the end of the week. In the real gift condition the salespeople were told about and given the bonus at the same time. boost but Chung points out the positive effect came mainly from the Hungary Phone Number List high performers. For the low performers the effect was close to zero he says. In the real gift condition there was an average net decrease in performance by percent. It actually hurt Chung says. I think it s because they thought they were being compensated for past performance. The thinking is Hey I must be doing something right thus far. I think I may be overworking so maybe I should slack off. An unintended finding of the experiment revealed a big difference in the effects of seasonal fluctuations in demand.
High performers were not affected much but low performers were hugely affected by seasonal demand Chung says. A Practical Guide The researchers who will present the findings to the company this fall believe the research can guide management decisions. If the company wants to smooth out its sales it should put high performers in areas with high seasonal fluctuation he says. If the company is giving an unconditional gift sales managers should expect to see a boost in productivity from just the high performers.