Ask Question, Ask an Expert

+1-415-315-9853

info@mywordsolution.com

Ask Business Management Expert

Writing Assignment: Nordstrom's Performance Goals

This case mainly focuses on the issue of performance. As discussed in the text, clear and efficient goals help improve employee performance, decrease role stress conflict and ambiguity, and enhance the evaluation of employee's performance. The text as well discusses the different elements which are comprised in managing performance. These comprise defining performance, measuring it, giving feedback, rewarding poor performance, and correcting poor performance.

At Nordstrom, employee performance is directed towards a single goal - extraordinary service which produces extraordinary sales volumes. Every measure by which an employee is computed and rewarded is based on this goal. This is evident in Nordstrom's training programs and its reward and incentive structure. A central way in which Nordstrom tries to enhance employee's performance is by fostering an open, competitive environment in which employees are a part of teams, but also pursue individual achievements. The company encourages creative tension among associates by making the performance information of every employee available to every other employee.

Case Study: Nordstrom: Performance Goals

The sales staff at Nordstrom is motivated to give extraordinary service, because extraordinary service produces extraordinary sales volumes and extraordinary profits. Like competitive athletes, these employees are highly focused, eye-on-the-prize individuals who pay full and careful attention to the individual customer.

Nordstrom regularly distributes videotaped interviews with top salespeople who share advice to fellow employees. Staff meetings become workshops in which associates compare, examine, and discuss sales techniques. Nordstrom also employs STEP (Sales Training Education Program), developed by the Washington region's personnel department which enables associates to share information with other salespeople and department managers.

Like competitive athletes, Nordstrom associates are a part of teams, but also pursue individual achievements. The company insists that all associates beam team players who work together while at the same time encouraging everyone to become a star performer.

Star performers among team players? Herein lies the creative paradox that energizes the Nordstrom culture. The company encourages creative tension among associates by making available information about the performance of all other associates. Any associate can know where they stand and how their performance compares with anyone else in the company. Twice a month, every associate's sales-per-hour numbers are posted for all to see. In this open environment, rewards follow performance. There are cash prizes, trips, and awards given for outstanding sales-per-hour and sales-per-month performances. Associates earn rewards the old-fashioned way; they earn them.

In this kind of atmosphere, Nordstrom must manage inter-group competition well so that associates do not destroy each other in the competitive process. From its earliest days, Nordstrom has aimed to create creative, rather than destructive, tension. The competitive environment is also disciplined by goal-setting. Nordstrom is organized as an inverted pyramid, with sales associates at the top, the buyers in the middle and the managers at the bottom. What binds the three tiers together is goal-setting. Each member of each tier strives to meet personal, departmental, store, and regional goals. This leads to a disciplined, well ordered, and competitive structure within which performance expectations are clear, feedback lucent, and results understandable.

ANSWER THE GIVEN ESSAY problemS USING CONCEPTS FROM MATERIAL:

1. Nordstrom makes an open atmosphere, in which each and every associate's sales figures are made available to everyone else. Describe the positive impacts. While this is intended to foster creative tension, how might it lead to unhealthy destruction?

2. Twice a month, Nordstrom releases sales figures and rewards top-performing employees. Is this the best kind of reinforcement schedule, or would you take a different approach?

3. Give a thorough illustration of a reinforcement schedule you have experienced or seen. Describe the effort, the reinforcement schedule, and the motivation to succeed. Was the outcome positive motivation or were their negative impacts?

Business Management, Management Studies

  • Category:- Business Management
  • Reference No.:- M915448

Have any Question? 


Related Questions in Business Management

Many people claim that playing the stock market is like

Many people claim that playing the stock market is like gambling. How is this true or not true? What should be one's approach to the stock market? Please no plagiarism. cite sources.

In this essay please define management and leadership cite

In this essay, please define management and leadership (cite and reference support for your definitions). Then, explain the difference between management and leadership (use citations and reference to support your argume ...

Question 1 data aggregatesare used to perform calculations

Question 1. Data aggregates are used to perform calculations on individual records in a table or query. cannot be used in a report. perform calculations on entire columns of data. return multiple values. Question 2. All ...

Suppose that the following table shows the weekly visits to

Suppose that the following table shows the weekly visits to an amusement park as a function of the daily admission fee charged: # Visits  Daily Fee 100         $50 300         $40 500         $30 700         $20 900      ...

Postnbspbynbspday 2nbspa proposed solution to resource

Post  by  Day 2  a proposed solution to resource sharing and security against unauthorized resource access that you view as the ideal balance between sharing, protection, and complexity of implementing users and groups i ...

View this video and seriously consider the

View this video and seriously consider the implications. Duration: (5:23)  [Video Transcript] Application Considerations:  What are the benefits and risks of cloud computing? Do you use a cloud to store any of your files ...

Prepare a 700- to 1050-word paper defining warehousing and

Prepare a 700- to 1,050-word paper defining warehousing and discussing its strategic role within the logistics system. Discuss the role of warehousing in a logistics system. Differentiate between the different warehouse ...

In his book blink the power of thinking without thinking

In his book Blink: The Power of Thinking Without Thinking, Malcolm Gladwell suggests that formal marketing research, including focus groups, is not very valuable and effective because the people being asked to evaluate t ...

Who has the ultimate burden in proving age discrimination

Who has the ultimate burden in proving age discrimination in this case and what is that burden?

Situation analysisa company self-examination what are we

Situation Analysis A company self-examination. What are we known for? Who do we want to become? In this assignment, you will create a Situation Analysis for one of the following companies / brands: Fiat Chrysler, Amazon. ...

  • 4,153,160 Questions Asked
  • 13,132 Experts
  • 2,558,936 Questions Answered

Ask Experts for help!!

Looking for Assignment Help?

Start excelling in your Courses, Get help with Assignment

Write us your full requirement for evaluation and you will receive response within 20 minutes turnaround time.

Ask Now Help with Problems, Get a Best Answer

A cola-dispensing machine is set to dispense 9 ounces of

A cola-dispensing machine is set to dispense 9 ounces of cola per cup, with a standard deviation of 1.0 ounce. The manuf

What is marketingbullwhat is marketing think back to your

What is Marketing? • "What is marketing"? Think back to your impressions before you started this class versus how you

Question -your client david smith runs a small it

QUESTION - Your client, David Smith runs a small IT consulting business specialising in computer software and techno

Inspection of a random sample of 22 aircraft showed that 15

Inspection of a random sample of 22 aircraft showed that 15 needed repairs to fix a wiring problem that might compromise

Effective hrmquestionhow can an effective hrm system help

Effective HRM Question How can an effective HRM system help facilitate the achievement of an organization's strate