This paper studies a retail chain that introduced a sales incentive plan that rewarded for exceeding a sales target and subsequently cut the incentive intensity in addition to increasing the target. Utilizing monthly panel data for 54 months for all 53 units of the chain the paper shows that the...

Fundamentals -- What is employee relations? -- The importance of employee relations -- Employee relations and strategy -- In practice -- Employee relations in practice -- Planning and action -- Measurement -- Conclusion -- References -- Index