Study of Contractor Internal Reward Structures.

Abstract

The overall objective of this study was to provide US Air Force acquisition officers and program managers a greater understanding of internal contractor motivation as it impacts contract negotiations with the Air Force. By motivation as it impacts contract negotiations with the Air Force. By understanding the goals, satisfactions, and motivations of managers in the contractor divisions, subsidiaries, and operating units, Air Force personnel have the basic information to anticipate likely positions and actions in negotiations. They can test and plan alternate Air Force contracting strategies that maximize the goals of the contractor while leveraging contract terms to the Air Force's advantage. The study identified internal methods used by the corporate management of top Air Force contractors to influence, motivate, and leverage the behavior and performance of managers in their divisions, subsidiaries, and operating units. A summary matrix of their present incentive plans is provided. (Author)

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Document Details

Document Type
Technical Report
Publication Date
Dec 15, 1981
Accession Number
ADA121644

Entities

People

  • Bertram I. Spector

Tags

Communities of Interest

  • Human Systems
  • Materials and Manufacturing Processes
  • Space

DTIC Thesaurus Topics

  • Acquisition
  • Air Force
  • Air Force Personnel
  • Air Force Procurement
  • Capital Investments
  • Contractors
  • Contracts
  • Corporations
  • Executives
  • Governments
  • Human Behavior
  • Investments
  • Money
  • Motivation
  • Security
  • Standards
  • Training

Readers

  • Aerospace logistics and air mobility.
  • Defense Acquisition Program Management
  • Organizational Psychology.