Increasingly in today's decentralized organizations, managers are taking on profit-and-loss responsibility. To motivate these profit center managers, corporations have tied bonuses and promotions to performance. But how well-structured are these rewards-for-results agreements? In the first comprehensive examination of the subject, Kenneth Merchant reveals the strengths and weaknesses of typical reward contracts. Drawn from extensive field research, Rewarding Results offers advice on how to improve the process for the benefit of both managers and their corporations.
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