Chapter 2. Specify Reward Criteria
Knowing her employees felt overworked and underappreciated, a manager announced a new award: dinner and theater tickets for two, to be presented to one employee each month. The first month, to no one’s surprise, the award went to an employee who had brought in a half-million dollar contract.
Over the next few months, the manager found reasons to give the award to a different employee each month. But eventually it was difficult to pick out a monthly winner. To employees, it began to look as if the award were just making the rounds. To the manager, it looked as if no one cared enough about the award to put in the extra effort that would really earn it. After a while, the idea petered out and no one missed it very ...
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