Decision Point: Addressing Hilde's Situation

Using expectancy theory, how would you best address the problem described by Hilde?

Select an option from the choices below and click Submit.

$$ Evaluate the commission plan to determine whether there is a clear link between the performance you are expecting of the sales associates and the commission they will earn. If not, revise the plan.

$$ Use a system of collaborative goal setting involving store managers and sales associates to set sales goals, regularly evaluate progress toward those goals, and give rewards for performance.

$$ Evaluate the commission plan and compare it with plans of similar retailers in Swazzi's market. If the commission rates are lower, raise the commission rate to at least match the competition.

$$ Address the sales associates in team meetings and let them know that there will be consequences for continued lack of effort.