Reference no: EM133182610

Using a different human behavior theory of motivation that your peer describes, offer a recommended approach to driving top performance.

Different from the post below.

As I've mentioned before, I work at a Global Eye Care organization in HR. The commercial franchises of our organization focused on Vision Care (VC) and Surgical (Sx) medical device sales have multi-faceted incentive plans to drive performance through rewarding associates based on the attainment of their sales goals and overall sales achievements. One program that both our VC and Sx business' have is a program called President's Club. Their incentive plans are based on a couple of different motivational theories. One is Vroom's expectancy theory, where an associate knows what to expect financially as an outcome of achieving their sales goals and/or over or underachieving their sales goals (Eng, 2021). Another theory showcased through the incentive plans is the reinforcement theory. Reinforcement theory is displayed by one's willingness to repeat an action based on the positive reinforcement, through consequences, experiences, or outcomes that they received from completing the action initially (Newstrom, 2014).

By definition, President's Club is a prestigious award - typically involving an all-expenses-paid trip to an upscale destination - that recognizes top salespeople for overachievement of their goals and quota (Alspaugh, 2021). Often this award is presented on a grand stage in a room of your peers and comes with an apple financial bonus. President's Club also provides invaluable face time with the leading Senior Executives at your company after the award is won, typically in a gala setting and then again on your paid trip. As we know, different incentive plans affect employees' attitudes and behaviors.

In a marketing research study in 1974, expectancy theory was used to show the motivational perceptions attributed to a set of sales "incentives" by a sample of life insurance salesmen (Oliver, 1974). Additionally, I have seen through my own experience the impact of winning the President's Club and how motivated my peers were to achieve this honor and be recognized in that way. It's the driving force behind all efforts throughout the year and definitely motivates the sales associates. I think that sales incentive plans when done well (e.g., achievable, logical, financially sound), are some of the best sales motivators!