Gartner Research

Motivate Staff Behavior Through Transparency (Pi Corporation)

Published: 13 January 2014

ID: G00386155

Analyst(s): Procurement Research Team

Summary

71% of Procurement staff do not believe that their behavior is assessed accurately or that their behavior impacts their pay. As a result, Procurement staff are less likely to exhibit behavior or apply skills that that seem difficult if a direct benefit is not apparent. Consider how one company was able to motivate their staff by being transparent about how certain behaviors will impact an individual’s pay. Re-orienting benefits based on how the outcome is achieved rather than just the outcome helps staff understand the importance of certain behaviors. Key components of this solution are: Quantify Benefit of Good Behavior: Demonstrating how good behavior impacts both pay increase and bonus payout motivates employees to focus on behavior rather than just outcome. Clarity Around Improvement Opportunities: Clearly show how employees can improve their pay by improving their behaviors or how much their payout would be reduced for not meeting behavior expectations.

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.