Antonio's company has an employee orientation program; an extensive employee performance review program; and encourages managers to praise, write letters of appreciation for jobs well done, and take the time to listen to their employees. years ago, the company began a positive reinforcement program. managers were initially reluctant to support the program because they expected employees to begin demanding pay raises. but the company kept working at it, and eventually the program was accepted. then, in order to increase quality and productivity, assembly-line workers were paid based on piecework for each acceptable component that they built. when the incentive programs were first introduced, employees competed with each other, teamwork was destroyed, and interpersonal relations dropped to an all-time low. now the incentive programs and other positive reinforcement programs seem to be working. however, due to cutbacks in management levels and increasing work demands, managers are finding it harder and harder to determine which employees most deserve recognition. refer to case 10.1. antonio's company's performance review program and encouragement of managers to express appreciation to employees is an example of

Exercise 18-15 sheffield appliance center is an experienced home appliance dealer. sheffield appliance center also offers a number of services for the home appliances that it sells. assume that sheffield appliance center sells ovens on a standalone basis. sheffield appliance center also sells installation services and maintenance services for ovens. however, sheffield appliance center does not offer installation or maintenance services to customers who buy ovens from other vendors. pricing for ovens is as follows. oven only $790 oven with installation service 850 oven with maintenance services 970 oven with installation and maintenance services 990 in each instance in which maintenance services are provided, the maintenance service is separately priced within the arrangement at $180. additionally, the incremental amount charged by sheffield appliance center for installation approximates the amount charged by independent third parties. ovens are sold subject to a general right of return. if a customer purchases an oven with installation and/or maintenance services, in the event sheffield appliance center does not complete the service satisfactorily, the customer is only entitled to a refund of the portion of the fee that exceeds $790. assume that a customer purchases an oven with both installation and maintenance services for $990. (b) indicate the amount of revenue that should be allocated to the oven, the installation, and to the maintenance contract.