Milkovich/Newman: Compensation, Ninth Edition
Chapter 10
McGraw-Hill/Irwin
Pay-forPerformance
Plans
Copyright © 2008 by The McGraw-Hill Companies, Inc. All rights reserved.
What Is Pay-for-Performance?
Pay for performance plans signal
a movement away from
entitlements
Pay will vary with some measure
of individual, team, or
organizational performance
10-2
Exhibit 10.1: Use of Different
Variable-Pay-Plan Types
10-3
Exhibit 10.2: Base vs. Variable Pay
10-4
Specific Pay-for-Performance Plans:
Short Term

Merit Pay

Lump-Sum Bonuses

Individual Spot Awards

Individual Incentive Plans
10-5
Managing Merit Pay

Improve accuracy of performance ratings

Allocate enough money to truly reward
performance

Make sure size of merit increase differentiates
across performance levels
10-6
Exhibit 10.4: Customer Service Bonus
Scheme
10-7
Exhibit 10.5: Individual Incentive Plans
10-8
Exhibit 10.7: A Straight Piece Rate Plan
10-9
Advantages of
Individualized Incentive Plans
 Substantial
contribution to:
– Productivity raise
– Lower production costs
– Workers earnings
 Reduces
direct supervision to maintain
reasonable output levels
 Enables
labor costs to be estimated more
accurately than under payment by time
– Helps costing and budgetary control
10-10
Disadvantages of
Individualized Incentive Plans
 Conflicts
may emerge between employees and
managers
 Introduction of
new technology may be resisted
by employees
 Reduced
willingness of employees to suggest
new production methods
 Increased
complaints of poor maintenance,
hindering employee efforts to earn larger
incentives
10-11
Disadvantages of
Individualized Incentive Plans (cont.)
 Increased
turnover among new employees
discouraged by the unwillingness of experienced
workers to cooperate in on-the-job training
 Elevated
levels of mistrust between workers and
management
10-12
Exhibit 10.10: Lincoln Electric’s
Compensation System
10-13
Exhibit 10.11: A Sampling of Performance Measures
10-14
Balanced Scorecard Approach
Uses
a constellation of measures
– Pinpoints areas of success
– Indicates areas to improve
Categories
of measures
– Financial results
– Process improvements
– Customer service
– Innovation
10-15
Balanced Scorecard Approach (cont.)

Forces discussions about priorities among
different measures

Outcome – Objectives with different weights in
terms of importance
10-16
Exhibit 10.12: Types of Variable Pay Plans: Advantages and
Disadvantages
10-17
Exhibit 10.12: Types of Variable Pay Plans:
Advantages and Disadvantages-con’t
10-18
Exhibit 10.13: The Choice Between
Individual and Group Plans
10-19
Key Elements in Designing
a Gain-Sharing Plan

Strength of reinforcement

Productivity standards

Sharing the gains

Scope of the formula

Perceived fairness of the formula

Ease of administration

Production variability
10-20
Types of Gain-Sharing Plans
 Implementation of
Scanlon/Rucker Plans
– Two major components are vital to implementation
and success
 Productivity norm
 Effective worker committees
10-21
Exhibit 10.14: Three Gain-Sharing
Formulas
10-22
Profit-Sharing Plans

Predetermined index of profitability
– Employees may not feel their jobs directly impact
profits

The trend in recent variable-pay design is to
combine the best of gain-sharing and profitsharing plans
– The plan must be self funding
– Along with having the financial incentive,
employees feel they have a measure of control
10-23
Earnings-at-Risk Plans
Success
sharing plan
– Employee base pay is constant
 Variable pay increases in successful years
 No reduction in base pay and no variable pay in poorlyperforming years
Risk
sharing plan
– Employee base pay varies
 Base pay often reduced in poor performance years
 Shifts part of risk of doing business from company to
employee
10-24
Exhibit 10.16: Group Incentive Plans:
Advantages and Disadvantages
10-25
Example of Group
Incentive Plan - Saturn

Earnings-at-risk plan where base pay is 93% of
market

Employees meet individual objectives to capture
at-risk component

All team members must meet objectives for any
to get at-risk money

A profit sharing component is based on
corporate profits
10-29
Group Incentive Plans: Examples

All incentive plans can be described by common
features
– The size of the group that participates in the plan
– The standard against which performance is
compared
– The payout schedule
10-31
Explosive Interest in Long-term
Incentive Plans

Long-term incentives (LTIs) focus on
performance beyond the one-year time line used
as the cutoff for short-term incentive plans

Recent explosive growth in long term plans is
spurred in part by a desire to motivate longerterm value creation
10-32
Long-Term Incentive Plans
Employee Stock Ownership Plans
(ESOPs)
Performance Plans (Performance
Share and Performance Unit)
Broad-Based Option Plans (BBOPs)
10-33
Exhibit 10.18: Long-Term Incentives and
Their Risk/Reward Tradeoffs
10-34