Cashing In On Quality? Pay Incentives and the Quality Culture

Ed Snape*, Adrian Wilkinson, Tom Redman

*Corresponding author for this work

Research output: Contribution to journalJournal articlepeer-review

17 Citations (Scopus)


In this article, the authors explore the relationship between total quality management (TQM) and financial incentives in British manufacturing industry. In particular, they examine the view of some of the most influential quality management ‘gurus’ that there is an incompatibility between incentive pay and TQM. Drawing on survey and case study evidence, they show that TQM is being implemented in the presence of financial incentives. Furthermore, those organisations which had such incentives did not appear to have less success in implementing TQM. On the basis of the evidence presented, the authors conclude that it is not possible to rule out a role for financial incentives in implementing TQM, although incentives are only likely to form one element in a broader implementation strategy.

Original languageEnglish
Pages (from-to)5-17
Number of pages13
JournalHuman Resource Management Journal
Issue number4
Publication statusPublished - Nov 1996

Scopus Subject Areas

  • Organizational Behavior and Human Resource Management


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