Case Study, you will need to read the information on pay-for-performance programs below and answer the questions that follow.

Many companies have pay-for-performance programs (e.g., sales incentive programs). In fact, I bet a few of you may have held a job with a pay-for-performance program.  Briefly characterize the pros and cons of such positions.  What behavior is an organization trying to encourage with such plans? What are the ethical implications for the three main parties: the employee, the customer, and the organization?  How does the organization use outcomes such as pay and bonuses to promote high motivation and performance?

It is not sufficient to state your opinions alone; you must be able to backup your responses by applying concepts from the text with the case data that supports your findings. Expected response length is 3 sentences per question. Please restate the question you are answering in your case study.

Through writing this case study you will be required to demonstrate a knowledge of how to integrate OB concepts with the case data, how to conduct research, and how to properly cite sources using APA formatting guidelines.  You will be responsible for using a minimum of 2 scholarly/peer reviewed sources. Textbooks are not considered a scholarly/peer reviewed source; however, they may still be included as a supplemental reference.