Motivating to Win Eagle pharmaceutical has long been recognized for its innovati

Question

Motivating to Win Eagle pharmaceutical has long been recognized for its innovative techniques for motivating its salesforce.It features me salesperson who has been the most successful during the previous quarter in the company newsletter "Touchdown." The salesperson also receives a football jersey, aplaque, and $1000 worth of Eagle stock. Eagle's "Superbowl Club" is for employees who reach or exceed their sales goal, and a "Heisman award". which includes a trip to the Caribbean, is given annually to the top 20 salespeople in terms of goal achievement. Eagle employs a video conference hookup between the honored salesperson and four regional sales managers to capture some of the successful tactics and strategies the winning salesperson uses to succeed. The managers summarize these Ideas and pass them along to the salespeople they manage Sales managers feel strongly that programs such as this are important and that, by sharing strategies and tactics with one another, they can be a successful team. Discussion Questions Which motivational theories are in use at Eagle? What is the value of getting employees to compete against a goal instead of against one another? Put yourself in the shoes of one of the four regional sales managers and argue against potential cutbacks to the motivational program.

Explanation / Answer

Eagle uses expectancy theory in combination with the self-esteem needs of Maslow and the motivational factors of Herzberg to motivate its employees. Each of the awards, and in particular, being featured in the company newsletter, receiving a jersey, and being awarded a plaque, enhance employee self-esteem (Maslow) and are considered motivational factors (Herzberg). The criteria for award selection are clear and understood by each employee. The drives to excel and accomplish the objectives necessary for reward are consistent with the expectancy theory of motivation. Competition against a goal instead of against one another is important because of its impact on teamwork. Employees are less likely to help each other out when competing against one another than when competing against a goal. Further, competition against a goal offers each employee the opportunity to succeed, regardless of the performance of other employees.

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