心理测量必修课（下）.ppt

案例7 The Men’s Wearhouse：Growth in a Declining Market. 案例7思考题 1，本男士服装屋的文化价值观是什么？ 2，他们是如何把握市场消费群的心理？（男士不爱买服装？） 3，具体的绩效考评与多元化的薪酬激励制度是什么？ 4，他们是如何发挥团队组织的作用的？ 5，他们是如何实现“服务”目标的？ 6，他们的领导方式是什么？ CASE:The Man’s Wearhouse Background: 1973,in Houston,Texas; 7000; Raincoats; Retailing; 1999, 600 stores; Strategy Target:Middle to upper middle-income men; 20%-30% below the regular retail price; Assumption:men do not like to shop; Every day low price strategy; Small stores; No print advertising,relaying on radio and TV; Outstanding customer care; Values and philosophy People business,not suit business; Humanistic:potential; Self-actualized people; Employee;customers;vendors;the community;shareholders; Teamwork,helping others; Company operates Staffing:looking for people who have energy,have a sense of excitement,seem like they care about people,and don’t care about how much clothing background they have; Use its own people; Learn from mistakes; compensation Base salary; Commission;3 percent for sales under 500;7 for over 500 ; Total:25000 to 30000 per year; 20 for “good”;40 for “excellent” monthly storewide awards; Stock ownership plan; Training and development Promotion from within; Senior managers provide training and coaching; Building and transmitting the culture; Formal meetings, Selling skill and market knowledge; Raises their self esteem and self image; Performance management Constructive feedback; Feedback is behaviorally specific; Leadership and communication Maintaining cultural consistency and core values; Personal contact; Informal social contact outside work; Leaders to help develop their people,not be bosses who order others around; 案例点评 1，Humanism文化价值观的落实：充分尊重雇员和关心雇员； 2，把握市场消费群的心理：男士不爱买服装。 A,不爱讨价还价； B,不爱花费过多的时间；喜欢方便快捷； C,服务态度要求高； D,注重产品或商家的信誉； 3，具体的绩效考评与多元化的薪酬制度； A,基本薪酬(按小时计酬); B,佣金(500以下，3%;以上7%); C,团队绩效奖励(20 for good;40 for excellent); D,长期的员工持股计划。 4,注重员工培训开发，保持较为稳定的队伍，以实现“服务”的目标； A,潜能开发； B,经验交流； C,技能训练(selling skill); 5,领导方式：服务型(servant leadership）He