I study business ethics

Incentives and Pressure to inflate achievement of Targets

 People are rewarded for their performance.

 In the case of Wells Fargo, managers were rewarded for the number of accounts they
opened.

 This pressure led to the employees, opened faulty accounts that the customers, didn’t
request or approve.

 Salespeople are offered a large monetary reward linked to the achievement of sales goals —
goals that employees perceive as excessively high.

 Sales managers, too, are rewarded for goal achievement, so they put pressure on
salespeople to deliver. Salespeople are enticed by the promise of the large reward, or
perhaps they are fearful of losing their jobs.

Issues faced due to cultural differences:

● Communication and Expression

● Information Gaps

● Work Style

● Influences

● Motivation Factors