Japanese sales representatives are motivated more by the social pressure of their peers than by the prospect of making more money based on individual effort.

Question

Quizplus · Accepted Answer

Due to Japan's emphasis on paternalism and collectivism and its system of lifetime employment and seniority, motivation through individual incentives does not work well because Japanese employees seem to derive the greatest satisfaction from being comfortable members of a group. Japanese sales representatives are motivated more by the social pressure of their peers than by the prospect of making more money based on individual effort.

Japanese Sales Representatives Are Motivated More by the Social Pressure