The US company National Office Machines (NOM) entered Japan using an International Joint Venture (325). Besides serving as a means of mitigating political and economic risks‚ International Joint Ventures provide a safer way for firms to enter markets that present legal and cultural barriers; making it less risky than acquiring a company within the desired country. Because of this decision‚ National Office Machines was able to access and integrate into the Japanese market‚ which was previously a very
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Case study 3 National Office Machines—Motivating Japanese Salespeople: Straight Salary or Commission? 1. A straight based salary guarantees a financial security to the salespeople when the economy gets bad. Sometimes it happens that the lack of sales is not due to the salesperson but to some outside factors‚ and it would be a shame to pay the piper to the salespeople. Also the company can apply small commissions to bring them to work harder and raise their paychecks. On exhibit 1 of the document
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The Office of the National Coordinator for Health Information Technology‚ abbreviated ONC‚ is a position within the US Department of Health & Human Services (HHS). The position was created by Executive Order in 2004 and written into legislation by the HITECH Act. The ONC’s purpose is to promote a national health Information Technology infrastructure and oversee its development. The ONC’s mission involves many aspects of health information technology (HIT)‚ including policy coordination‚ strategic
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ninth edition STEPHEN P. ROBBINS Chapter 16 © 2007 Prentice Hall‚ Inc. All rights reserved. MARY COULTER Motivating Employees PowerPoint Presentation by Charlie Cook The University of West Alabama LEARNING OUTLINE Follow this Learning Outline as you read and study this chapter. What Is Motivation? • Define motivation. • Explain motivation as a need-satisfying process. Early Theories of Motivation • Describe Maslow’s hierarchy of needs and how it can be used to
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Rising of Unemployment Rate I. Introduction: Unemployment is a very common cause of poverty in the Philippines since there are several Filipinos who are unemployed plus the fact that there are many companies that are affected of the global economic crisis. And the least thing that you can do about unemployment is to find a best way on generating money like you can accept laundry services‚ plumbing services‚ or electrical repair services if you are skilled enough to do the job. Then‚ you could
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Why Salespeople Thomas N. Ingram Charles H. Schwepker‚ Don Huts06 Factors considered to be most signtficant in contributing to salesperson failure were identtjied by examining the survey responses of 126 sales executives. The six most important factors were (1) poor listening skills; (2) failure to concentrate on top priorities; (3) a lack of sufticient effort; (4) inability to determine customer needs; (5) lack of planning for sales presentations; and (6) inadequate productlservice knowledge.
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MOTIVATING SALESPEOPLE: What Really Works The given case here throws light on the compensation models of companies‚ the effect of such compensation models on employees and various ways to improve the compensation model so as to maximize the productivity of employees. The case talks about the compensation model from two different points of view. The sales executives look for ingenious ways to motivate their sales team. They promise exotic trips to their rainmakers. They hold contests when the
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Motivating the Sales Force and Wittner Shoes Australia Table of Contents 1. Executive Summary 2. Introduction 3. Motivation Theories 3.1 Maslow’s hierarchy of needs theory 3.2 Herzberg’s dual factor theory 3.3 Vroom’s expectancy theory 3.4 Adam’s equity theory 4. Motivating Salespeople 4.1 Financial compensation 4.2 Non-financial compensation 5. Motivation within Wittner Shoes Australia 6. Recommendations 7. Conclusion 8
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CHAPTER 1: THE AGE OF SELLING‚ SELLING AND SALESPEOPLE SELLING IS PERVASIVE The pervasiveness of selling in practically all human endeavors‚ occupations‚ preoccupations‚ and professions that require contact and engagement with people is by itself a compelling reason to formally study the art and science of selling. It is an art because it requires skills that have to be constantly practiced to achieve‚ at least‚ a decent level of excellence or perfection; on the other hand‚ it is also a science
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motivating employees through job characteristics model: job characteristics model Definition A theoretical concept concerning how the fundamental features of an employee’s assigned tasks affect mental states and yield different workplace outcomes. The job characteristics model applicable to a business identifies the job characteristics of skill variety‚ autonomy‚ task significance‚ task identity and feedback‚ and the outcomes of high job performance‚ high job satisfaction‚ high intrinsic motivation
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