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Human Capital Concepts

Human Capital Concepts Worksheet
Concept Application of Concept in the Scenario Reference to Concept in Reading
Performance-Contingent Pay

"Currently, the sales force excels at demonstrating and selling product, but under the newly proposed solutions/service model, reps will be grouped into multi-functional teams prepared to support InterClean's high-quality products with high-quality service" (University of Phoenix, 2007, p. 1).

This is also the perfect time to launch a new pay structure based on performance. Base pay should be a small part of the sales force's salary. The majority should come from new customers, current customers signing up for new services, and continuing use of services by current customers. However, based on the next concept, there should be a build-up to the new system.
"Making pay (or other valued job outcomes) contingent on performance should enhance instrumentality perceptions and employee motivation. The performance-contingent rule can be at the......


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Approximate Word Count: 839
Approximate Pages: 4 (250 words per double-spaced page)

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