Description of incentives by which Mary Kay Cosmetics motivates the sales force 200,000 independent agents, which contain only a distribution channel of the company. Illustrates the powerful impact on sales force behavior, which ends when creative types of incentives for workers, combined with financial incentives. Focused on the challenges that managers face when they try to reduce program costs by changing VIP car program which awards of pink Cadillacs and other cars of successful sales agents. A detailed description of the parameters and formulas that are recognition and rewards programs provided. "Hide
by Robert L. Simons, Hilary A. Weston Source: Harvard Business School 16 pages. Publication Date: March 8, 1990. Prod. #: 190103-PDF-ENG
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