Employee Motivation

Paper Summary:

In this article, the writer studies ways of motivating Circuit City sales employees. The goal of the proposed study is to attempt to motivate employees to increase sales in each of the city's five Circuit City stores through offering sales personnel in each of those stores, gift card incentives for reaching certain sales goals. The writer notes that the hypothesis for the study is that, during the month that the gift card bonus incentive program is in place, within the five target Circuit City stores city-wide, sales per employee, and overall sales per store, will increase as a result of these incentives.

Outline:
Introduction
Background of the Problem
Study Subjects
Independent Variables
Dependent Variables
Research Methods
References

From the Paper:

"No magic formula exists, anywhere, for motivating employees, but when employees feel unmotivated, not only morale, but business itself suffers. Industrial psychologists might argue that secret(s) to motivating employees lie, in knowing and understanding what makes individual employees tick: what their interests, values, hobbies, and goals are; what they like to do outside work, what they enjoy most (or least) about their jobs, etc., as well as how employees work well together."

Sample of Sources Used:

• Bulent, A.,Tansu, B. A., & Tansu B. (Fall 2003). The performance effects of outcome-based incentive pay plans on sales organizations: A contextual analysis. Journal of Personal Selling and Sales Management, 23(4) 341 - 358.
• Walters, J. (2001). "How to Uncover Employee Performance." Inc.com. Retrieved February 27, 2006, from: http://www.inc.com/articles/2001/03 /22371.html .
• Motivating employees. (2005). Inc.com. Retrieved February 27, 2006, from: http://www.inc.com/guides/hr/20776.html.

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