1. Do you think that higher pay will result in higher productivity and lower turnover for Aetna? What leads you to this conclusion?
2. Explain Aetna's decision in light of the classical theory of motivation.
3. How could Maslow's hierarchy of needs help explain the relationship between pay and productivity?
4. How could Maslow's hierarchy of needs help explain the relationship between pay and productivity?
5. Do you believe that companies have a social responsibility to pay higher wages? Why or why not?
Students' perspective will frame their answer to these questions based on their personalities and past experiences. Every person in an organization is fundamentally different from everyone else. To be successful, managers must recognize that these differences exist and attempt to understand them. They also need to understand why people work.