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CHAPTER 14: COMPENSATION OF SPECIAL GROUPS (COMPONENTS OF EXECUTIVE…
CHAPTER 14: COMPENSATION OF SPECIAL GROUPS
SPECIAL GROUPS
Tend to be strategically important to the firm
Positions tend to have built-in conflict
Receive special treatment in the form of add-on packages not receives by other Ee
COMPONENTS OF EXECUTIVE COMPENSATION PACKAGE
Long term incentives
Appreciation plans
Short term incentives
Executive benefits
Base Pay
Perks
DESIGN A SALES COMPENSATION PLAN
Market maturity
Competitor practices
Organization strategy
Economic environment
Nature of people who enter the sales profession
Product to be sold
CONFLICT FACED BY SPECIAL GROUP
BOARD OF DIRECTOR
Possibility to be sued by stockholders
PROFESSIONAL EMPLOYEES
Ethical Standard
Torn btwn goal objectives
TOP MANAGEMENT
Stockholders wants healthy ROI
Govern wants compliance w laws
SALES STAFF
Limited Period w Manager
SUPERVISOR
Caught btwn Upper Management & Ee
must balance need to achieve org. objectives
CONTINGENT WORKERS
Employment status is unstable
First Ee to be downsized due to low demand