Design a control system that you think will best motivate salespeople to achieve these goals.
Answer to relevant QuestionsWhat relative importance do you put on (a) output control, (b) behavior control, and (c) organizational culture in this design? Describe why some people have low instrumentalities even when their managers distribute outcomes based on performance. Whom would you choose as a referent on this job? What steps would your manager take to make you feel that you were being equitably treated? What would you do if, after a year on the job, you experienced underpayment equity? Discuss the extent to which you believe that you have a motivation problem in your stores. Discuss why substitutes for leadership can contribute to organizational effectiveness.
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