ONLY PART B

This assignment is designed to help you understand the elements of the equity theory of motivation (the amount of inputs should equal the amount of outputs, compared to others) and how to apply other motivational theories and techniques. The four branch managers of a large insurance company are described below. You are their regional manager and must complete two tasks.

Part A: Divide $100,000 in annual bonus money to these managers. It is up to you to decide how to divide the money. All of the money must be distributed, and no two managers can receive the same amount. Please indicate how much bonus money you will award to each manager and then detail why you chose to give that amount to each manager based on the concepts of the equity & justice theories.

Part B: Please discuss a new, different technique you would use to motivate each of the four managers by incorporating the ideas from the other, different motivational theories and techniques in Chapter 12. Use a different motivational technique for each manager. Please provide specific examples of your motivational ideas (not just the name of the approach) and explain why that idea is best for that particular manager. Here are your employees, their background, and their past years performance.

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Bob E. Bob has been in the insurance business for over 25 years and has spent 20 years with this company. A few years ago, Bobs branch typically made the largest contribution to the regional profits. This past year however, his branch has brought in very few new accounts and the branch is now well below average in terms of its contribution to the companys profit. Employee turnover at the branch has been high, and Bob does not have the same enthusiasm for the job as he once did. Bob is 58 years old and is married with three children. Bob has a high school degree as well as certificates from special courses in the insurance industry he has completed.

(Over)

Edward S. In the three years that Ed has been a branch manager, his branch has been one of the best. During this past year, he brought in several major accounts and has one of the most profitable branches in the entire country. Ed is well respected by his employees. At 31, he is the youngest manager in the region and one of the youngest in the country. The regional manager originally doubted the wisdom of giving Edward a position as branch manager because of his young age and lack of experience in the insurance industry. Ed received an undergraduate business degree from a regional college and worked five years as an insurance sales representative before joining this company. Edward is single and has no children.

Judy M. Judy has been with this organization for seven years. The first two years were spent as a sales representative in the office that she now manages. According to the regional director, Judys branch was about average in terms of profitability last year. She has an associate degree in management from a community college and worked as a sales representative for five years with another insurance company before joining this organization. Judy is 35 years old, divorced and has no children. She is very ambitious and feels she has been overlooked as the one who should be managing the region.

Sandy B. Sandy is 41 years old and has been a branch manager with this company for nine years. Five years ago her branch made the lowest contribution to the regions profits, but the branchs profitability has steadily improved and last year was slightly above average. Sandy seems to lack dedication toward her job but is well liked by her staff and the other branch managers. Her experience in the insurance industry has been entirely with this organization. She previously worked in non-sales positions and it is not clear how she became a branch manager without previous sales experience. Sandy is married and has three school age children. Sandy earned a degree in communications from a small local college by taking night courses.

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In summary, please review the detailed instructions on the first page and

• PART A: For each manager indicate how much annual bonus money you would give each manager and discuss why. (14 points)
• PART B: Then discuss another new, different motivation technique you would use to motivate each manager. Please use a different motivation theory/technique for each manager and be specific. (16 points)
• This case assignment is worth 30 points.