Match the characteristics of job applicants' personalities with the pay system that appeals most to people with those characteristics. Materialists Materialists drop zone empty. Applicants with low self-esteem Applicants with low self-esteem drop zone empty. Risk-takers Risk-takers drop zone empty. Individualists Individualists drop zone empty. Relatively more concerned about pay level than others Prefer to work at a large, decentralized company with little performance-based pay Seek performance-based pay systems Prefer pay that is based on individual performance rather than pay that is based on group performance