While most managers are aware of their companies’
cultures, they are unsure about how it is maintained,
transmitted, or influenced. We believe that the reward
system represents a particularly powerful means for
influencing an organization’s culture. Much of the
substance of culture is concerned with controlling the
behaviors and attitudes of organization members, and the
reward system is a primary method of achieving control.
The reward system defines the relationship between the
organization and the individual member by specifying the
terms of exchange: It specifies the contributions
expected from members and expresses values and norms to
which those in the organization must conform, as well as
the response individuals can expect to receive as a
result of their performance. pdf
