One small business owner says she doesn’t offer her sales representatives incentives because people try to sabotage one another to get more business and stop paying attention to smaller accounts. As a leader, how would you develop a program to motivate and reward high performers without promoting the wrong type of behavior?
Can you think of specific motivational techniques that would motivate you in each of the four categories in Exhibit 8.3 (positive extrinsic, positive intrinsic, negative extrinsic, negative intrinsic)? Describe them.