Business Essentials, Student Value Edition Plus MyLab Intro to Business with Pearson eText -- Access Card Package (11th Edition)
Business Essentials, Student Value Edition Plus MyLab Intro to Business with Pearson eText -- Access Card Package (11th Edition)
11th Edition
ISBN: 9780134473970
Author: Ronald J. Ebert, Ricky W. Griffin
Publisher: PEARSON
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Chapter 8, Problem 8.18TE
Summary Introduction

Case summary:

Company U is a chemicals broker, which is operating over 77 years. Hence, the employees of the firm feel like a big family. As they are happy and comfortable, only a few members were working hard. There are a sales drops in specialty chemicals and pharmaceutical division. They have contacted management consultants to analyze the situation.

They have examined problem-related to motivation which affects the sales. The sales representatives receive salary and year-end bonuses automatically. There is no incentive for hard-working employees.

To determine: The ways to improve the motivational factors using the two-factor theory.

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