Country-Compatible Incentive Design

A Comparison of Employees’ Performance Reward Preferences in Germany and the USA

  • Authors
  • Marjaana Gunkel

About this book


Today's managers are facing challenges that stem from overseeing a workforce in foreign countries. The question arises how to compensate and motivate employees in different countries effectively and efficiently.

Based on an empirical study among employees of a multinational corporation (MNC) in Germany and the USA, Marjaana Gunkel shows that the employees in these countries have different preferences regarding incentives and that incentive plans designed for one country are not always effective in others. Money is an important motivator in both countries, but the motivational effects of non-monetary rewards differ greatly. In addition, the author presents an explorative study of employee groups in China and Japan and gives advice for designing appropriate compensation schemes for employees of MNC in different countries.


Deutschland Leistungsanreiz Mitarbeiterführung Mitarbeitervergütung Motivation Multinational Corporation

Bibliographic information

  • DOI
  • Copyright Information Deutscher Universitäts-Verlag | GWV Fachverlage GmbH, Wiesbaden 2006
  • Publisher Name DUV
  • eBook Packages Business and Economics
  • Print ISBN 978-3-8350-0365-1
  • Online ISBN 978-3-8350-9214-3
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