After reading this chapter, you should be able to deal more effectively with the following challenges:
1 Grasp the major challenges in pay for performance systems.
2 Develop competence in dealing with potential problems with pay for performance systems.
3 Have familiarity with various types of pay for performance plans and their advantages/disadvantages.
4 Develop competence in designing pay for performance plans for executives and sales people.
5 Learn about how to reward excellence in customer service.
6 Become aware of special concerns with pay for performance programs in small firms.