Mary Kay Cosmetics Case

MPO Strengths * Consultants ar financially pay offed only if they increase tax income revenue and recruiting. The absolute link between public presentation and outcomes (strong P-to-O orchestration in apprehension Theory) leads to amply employee motivation. * Mary Kays automobile retaliate program is super valued by employees (high outcome valences in Expectancy Theory) and has spurred many a(prenominal) consultants to perform at very high aims. Automobile reward is contingent on the meeting of tokenish monthly gross revenue tar chances. * Consultants need for belonging and deference (Need Hierarchy Theory) is cost effectively leveraged by the various light programs. * Mary Kay Cosmetics has educational activity systems to cleanse performance (improve E-P in Expectancy theory). Consultants withdraw access to training manuals, weekly meetings, sponsored conferences, a hot-line, and other on-going support. * Opportunities for advancement and achievement are clear and artless allowing consultants to pursue their growth and development ineluctably (motivators in the Motivator-Hygiene model). * Consultants have high autonomy and flexibility. They are fundamentally independent franchisees. As independent sales people, they have present(prenominal) feedback on their own performance. MPO Problems * high-up consultants work extra heavy to become conductors, just promptly are often too ill-prepared, inexperienced, and wanting in team up strength to meet the demands of continuing manager direct performance (weakening E-P in Expectancy Theory).

The jump to director level may be too challenging (Goal Theory), but director level learning supports may be wanting(predicate) (Social Learning! Theory). Failure follows, self-efficacy is damaged, and so is the directors unit morale. ERG Theory suggests that satisfaction-progression may be replaced by frustration-regression. * legion(predicate) consultants have stagnated at a support sales level as they become fulfil with retaining their VIP cars. Inadequate incentives make it for these consultants to go beyond this maintenance level, especially if they are not intrinsically interested in achieving director status. * The percentage of the sales force winning... If you want to get a full essay, monastic order it on our website: OrderEssay.net

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