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商品編號： 9-190-103 出版日期： 1990/03/08 作者姓名： Simons, Robert;Weston, Hilary A. 商品類別： Other 商品規格： 16p 再版日期： 1999/10/15 地域： Texas 產業： Beauty and personal care 個案年度： 1989 - 1989
商品敘述：
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.
涵蓋領域：
Product distribution;Strategy formulation;Employee incentives;Self-motivation;Compensation and benefits;Sales
相關資料：
Case Teaching Note, (5-191-198), 11p, by Robert Simons;Spreadsheet Supplement, (XLS410), 0p, by Robert Simons, Hilary A. Weston
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