Merchant, Kenneth A. <br/><br/>
Rewarding results :  motivating profit center managers / 
Kenneth A. Merchant. 
 - Boston, Mass. :  Harvard Business School Press,  c1989. 
 - xvi, 272 p. :  ill. ;  25 cm. 
 - Harvard Business School series in accounting and control .
<br/><br/>Includes bibliographical references (p. 253-260) and index. 
<br/><br/>Introduction -- Using contracts to motivate profit center managers -- Trade-offs in motivational contracts -- Using short-term accounting earnings to exert consistent short-term performance pressure -- Correcting for the short-term bias in accounting measures of performance -- The controllability problem, Part I: Deciding whether to exclude uncontrollable elements from earnings-based performance measures -- The controllability problem, Part II: Deciding whether to adjust for uncontrollable influences after the fact -- Using motivational contract elements for nonmotivational purposes -- Evaluating contract effectiveness, Part I: The incidence of myopia and earnings management -- Evaluating contract effectiveness, Part II: Foregone motivation and excessive compensation -- Designing and managing good motivational contracts. 
<br/><br/><label>ISBN: </label>0875842151 0071032584 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Executives--Salaries, etc.<br/>Employee motivation<br/>Profit.
<br/><br/><label>Dewey Class. No.: </label>658.407