Commissions for Charlotte
Synopsis
Charlotte is a top salesperson. She receives a commission and many perks. After performing well for some time, Charlotte has requested an increase in her commission rate. Several people are discussing her demands and the possible effects of the company’s response to her demands.
Questions:
- What theories of motivation help explain Charlotte’s demands and the reactions of other employees to those demands?
- What options can you think of for handling Charlotte’s demand for even higher commissions? Which option would you choose? Why?
- How might Doris Ann Riley deal with employee morale in light of the extremely high pay demanded by a star salesperson?
