Essay Mary Kay Cosmetics: Sales Force Incentives

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Mary Kay Cosmetics: Sales Force Incentives Case Analysis Mary Kay Cosmetics is a company known for providing women with exceptional opportunities for professional achievement and economic success and rewarding women for their success. Mary Kay Cosmetics uses several programs to motivate, recognize, and develop its beauty consultants, which include recognition in a monthly magazine, annual events, gifts and prizes and most importantly, financial incentives. At the heart of the financial incentives Mary Kay provides is the three car programs offered to beauty consultants at different stages of their career. The car programs have proven to be effective motivators; however the costs to the company have skyrocketed as the number of car…show more content…
Perhaps management should have considered the actual reasons beauty consultants were motivated to attain VIP status. According to the case study, Mary Kay aggressively advertises their Marketing Plan by enticing new recruits with promises of unlimited earning potential. Assume then, that beauty consultants, in trying to recruit new consultants are failing to convey to the new recruits the importance of founder Mary Kay Ash's original mission. This mission included not only economic success and professional achievement, but also personal development and independence for women. Beauty consultants who join the organization primarily because of the promise of material or social rewards are exhibiting extrinsically motivated work behavior. According to George and Jones (2005), employees who are extrinsically motivated perform the behaviors not for its own sake but rather for its consequences. In other words, these beauty consultants are reaching sales goals, not necessarily because they enjoy their work or value a sense of accomplishment, but rather because of the rewards they may be entitled to receive. Mary Kay's management must also consider the reasons their beauty consultants are motivated to reach certain levels of achievement in the organization. George and Jones (2005) explain that need theories may describe what motivates employees to behave certain ways and focuses on their needs as sources of motivation. It is also important for management to realize

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