Economic and Behaviorist Effects of Payment by Results and Company Characteristics: A Study of White Collar Employees.

摘要

The research problem for investigation was whether it would be possible to identify company characteristics which would provide grounds for the operation of a particular payment by results system for white collar employees in the company. The effects of payment by results were studied in the light of the framework developed, by application to three case companies. The proposed model does permit a clearer understanding of the factors which emerged as decisive in the planning and development of payment by results systems. The result obtained was that payment by results is suitable for different types of companies. This manner of payment is of interest to salaried staff who are achievement motivated. Payment by results reflects the strategic aims of the company. The result of this study is that strategic planning must be active. Payment by results can then support the targets set.