LONG-TERM AND SHORT-TERM STAFF MOTIVATION IN CUSTOMER-CENTRIC ORGANIZATIONS
The paper illustrates the necessity to develop a four-level motivation system. The article represents variants in order to develop a system of incentives for managers and sales managers working with projects based on key performance indicators and represents the basic issues encountered in the development of motivation. When calculating managers’ quarterly bonuses working with projects the authors suggest considering two indexes of bonuses: the index of the plan implementation by the number of projects under development, and the index of the plan implementation on the total project costs. The paper represents the requirements to be met by key performance indicators.
Keywords: motivation, compensation, customer-centric organization, sales managers, project managers,
quarterly bonus, performance bonus.
Vadim G. Chumak, Doctor of Social Sciences, Chancellor of “International Market Institute”; Oksana A. Gorbunova, Candidate of Economics, Associate Professor, International Market Institute.