文档介绍:pensationHandbookLanceA·BergerDorothyR·&distributionsystemMarketingMarketshareCapitalizedROIRelativequalityRelativepriceFlatDecentralizedFewerstafffunctionsUtilizeleadingtechnologiesPlaninformationsystemexpansionRecruitMinimizetrainingIncentiveis“fast”careergrowthHigh-leveltrainingCulture:highenergyRiskseekingVenturesomeInnovation/pensationLongrangeorientationEARNMarketshareretentionOptimizemarginsDifferentiateproductsSegmentmarketsOptimizevaluechainOperatingMarketingexpenses/salesR&Dexpenses/salesValueadded/employeeLimitedcentralizationHoldstaffsizeConsiderend-to-endsolutionsCreatecontinuousimprovementloopsRetainSelectivejobtraining/petitionistheincentiveIntermediatefocusCulture:eptingProgressiveCreativeStableStronglyparticipativeBalancedmixofbonus/incentiveLong-rangeplan::securityShort-termfocusCulture:efficiencyRiskaverseConservativePragmaticEfficientParticipativeCostcontrolTightincentives,short-termorientedMinimizelong--sizingCulturechangeSimulateentrepre-,knowledgeorskill-basedpayxxxxxxxxxxxxxxxBr