【案例名称】Mary Kay Cosmetics, Inc.: Sales Force Incentives (A)

【作者】Robert L. Simons, Hilary A. Weston

【页数】16

【格式】PDF

【语言】英语

【出版日期】1990年3月8日

【修订日期】1999年10月15日

【学科】会计 (Accounting)

【案例编号】190103-PDF-ENG

【来源】Harvard Business School

【网页】http://cb.hbsp.harvard.edu/cb/product/190103-PDF-ENG

【简介】

Describes the incentive system by which Mary Kay Cosmetics motivates the sales force of 200,000 independent agents who comprise the firm's only distribution channel. Illustrates the powerful effect on sales-force behavior that results when creative types of employee recognition are combined with financial incentives. Focuses on the challenges that managers face when they try to reduce program costs by modifying the VIP automobile program that awards the use of pink Cadillacs and other cars to successful sales agents. A detailed description of the parameters and formulas that drive the recognition and reward programs is provided.

【涉及课题】

Control systems; Goal setting; Incentives; Motivation; Sales; Sales compensation

【背景】

• Geographic: Texas
• Industry: Cosmetics
• Company Revenue: $400 million sales
• Event Year Begin: 1989
• Event Year End: 1989
  

【下载】

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