Valerie Firestone, vice-president of sales for ABC Ltd, scans the sales report. Every representative has exceeded quota by at least 20 per cent - except for Jack Murphy. Jack has made quota, but only just. Until six months ago, Jack, aged 55, was the company's top-performing sales representative. Recently, however, he seems to have lost his edge. The company's incentive program allows representatives to earn unlimited cash bonuses, and is held to be the best in the industry. Valerie wonders why Jack's performance is down, as he has always been extremely 'hungry'. When Valerie raises the matter with Jack, he smiles.
'Valerie, you know I have been a top sales rep for many years.' Valerie nods. 'Well, my wife Mary and I saved pretty hard and put all our money into Sydney real estate. Given the boom in property prices, we have made a killing. Mary and I are millionaires several times over. Our rental income is more than I earn here. I just don't need the money anymore. All the effort to exceed quota and the extra tax just doesn't make it worthwhile. It's just that I'm not ready to retire. I want to continue to work because I like what I do and it keeps me active. I'm taking the advice of Lisa in HR, who is always pushing work-life balance. I'm sorry, Valerie, I'll do my job and I'll reach the monthly targets, but don't expect me to push myself like I have in the past.'
DISCUSSION QUESTIONS
1 What motivational factors are at work here?
2 Which motivational theory best explains Jack's behaviour?
3 If you were Valerie, what would you do to try and get Jack to maintain his superior performance?