Mary Kay Cosmetics Case

MPO Strengths * Consultants ar financially pay offed only if they increase utter(a) revenue and recruiting. The absolute link between exploit and outcomes (strong P-to-O instrumentality in apprehension Theory) leads to eminent employee motivation. * Mary Kays automobile revenge program is super valued by employees (high outcome valences in Expectancy Theory) and has spurred many a(prenominal) consultants to perform at very high trains. Automobile reward is contingent on the meeting of stripped-down monthly gross revenue tar chances. * Consultants need for belonging and wonderment (Need Hierarchy Theory) is cost effectively leveraged by the various experience programs. * Mary Kay Cosmetics has educational activity systems to cleanse performance (improve E-P in Expectancy theory). Consultants energize access to training manuals, weekly meetings, sponsored conferences, a hot-line, and other on-going support. * Opportunities for advancement and achievement are clear and bold 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 * very important person consultants work extra heavy to become conductors, just immediately are often too ill-prepared, inexperienced, and wanting in group strength to meet the demands of continuing manager level performance (weakening E-P in Expectancy Theory).

The jump to director level whitethorn 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. * some(prenominal) 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 non intrinsically interested in achieving director status. * The percentage of the sales force winning... If you want to get a full essay, arrange it on our website: BestEssayCheap.com

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