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Incentive Preferences of Employees in Germany and the USA: An Empirical Investigation

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Author Info

  • Marjaana Rehu

    ()
    (Otto-von-Guericke-University Magdeburg, Faculty of Economics and Management)

  • Edward Lusk

    ()
    (Otto-von-Guericke-University Magdeburg, Faculty of Economics and Management)

  • Birgitta Wolff

    ()
    (Otto-von-Guericke-University Magdeburg, Faculty of Economics and Management)

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    Abstract

    This study investigates performance reward preferences of employees in Germany and the USA. The investigation uses the following three constructs: The Institutional Framework and its formal and informal implications for incentive compensation, Diminishing Marginal Utility of individuals related to performance rewards, and Incentive Schemes as motivational devices in organizations. Our empirical investigation is based upon survey data collected from employees of a MNC in Germany and the USA using an enriched form of Hofstede?s cross-cultural questionnaire. Our results show that employees from these countries have different preferences on incentives and further that incentive plans designed for one country might have non-motivating consequences in the other. We also find that the logic of diminishing marginal utility applies to certain rewards. Referencing these results, we suggest a method for organizations to develop effective and efficient incentive systems.

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    Bibliographic Info

    Article provided by Rainer Hampp Verlag in its journal Management Revue - The international Review of Management Studies.

    Volume (Year): 16 (2005)
    Issue (Month): 1 ()
    Pages: 81-98

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    Handle: RePEc:rai:mamere:1861-9908_mrev_2005_01_rehu

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    Related research

    Keywords: Institutional Framework; Incentive Compensation; USA; Germany; Performance Rewards;

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    Cited by:
    1. Baum, Matthias & Kabst, Rüdiger, 2013. "How to attract applicants in the Atlantic versus the Asia-Pacific region? A cross-national analysis on China, India, Germany, and Hungary," Journal of World Business, Elsevier, Elsevier, vol. 48(2), pages 175-185.

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