Pay Motivates... what behavior? LO19932

George Bartow (
Thu, 19 Nov 1998 13:05:27 -0600

Replying to LO19926 --

Gene said:

> All forms of pay for individual performance cause behavior. The question
> which managers must ask is what performance is it causing?

Pay may or may not cause behavior. Some of us perform at a high level
despite the pay. "Is the pay adequte and not a de-motivator," may be
another question. I would be interested in any evidence to support the
assertion that, "All forms of pay for individual performance cause

I'm not so mixed concerning merit pay or commissions. I think that merit
pay may motivate negative behaviors (cutthroat, backstabbing behavior for

> People use the reward system to decide what kind of behavior will fill
> their personal needs and that is way it cause behavior. It has nothing to
> do with motivation.

hmm. What is "motivation" then?


George -jorge- Bartow Research: +++++++++++++++++ "If I have seen farther than others, it is because I have stood on the shoulders of giants." - Sir Isaac Newton

Learning-org -- Hosted by Rick Karash <> Public Dialog on Learning Organizations -- <>