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gathered for the annual reward program. It was a psych-up cheerleading session, complete with high
school bands.
Out of the 800 people there, around forty received awards for top performance, such as
“Most Sales”, “Greatest Volume”, “Higher Earned Commissions”, and “Most Listings”. There was
a lot of hoopla – excitement, cheering, applause – around the presentation of these awards. There
was no doubt that those forty people had won; but there was also the underlying awareness that 760
people had lost.
We immediately began educational and organizational development work to align the
systems and structures of the organization toward the Win/Win paradigm.
At the next rally one year later, there were over 1,000 sales associates present, and about 800
of them received awards. There were a few individual winners based on comparisons, but the
program primarily focused on people achieving self-selected performance objectives and on groups
achieving team objectives. There was tremendous natural interest and excitement because people
could share in each other’s happiness, and teams of sales associates could experience rewards
together, including a vacation trip for the entire office.
X. Discuss the following points in groups:
1. F. Taylor’s and D.McGregor’s motivation theories and the main difference
between them.
2. A Maslow’s hierarchy of needs.
