Analyses the use of compensation systems and the signals that they give out to employees. Suggests that they may often get mixed messages about the system′s intentions and objectives. Examines the case of performance‐related pay, which a recent survey found did not help create sustained high...

Examines the implementation of profit sharing and employee ownership schemes, uses some case examples to show how the popularity of these concepts has grown over the years. Presents the results of recent research on top management views of such schemes, which show a high percentage of managers...

Comments on the changes in attitude of sales personnel now that customers wield more power; customer satisfaction, customer care and quality are priorities now that companies cannot afford to lose existing customers and have to work hard to attract new ones. Studies examples of how sales staff...

Even though companies are loading themselves up with the full TQM armoury, the benefits do not always appear to match the effort. One of the main reasons for this is a reluctance by senior management to inspire and empower their first‐line managers and supervisors.