Why Incentive Plans Don't Work Performance pay can't replace good management. You get what you pay for. Pay is not a motivator. Rewards punish. Rewards rupture relationships. Rewards can unduly restrict performance. Rewards may undermine responsiveness. Rewards undermine intrinsic motivation. Why Incentive Plans Don’t Work Performance pay can’t replace good management. You get what you pay for. Pay is not a motivator. Rewards punish. Rewards rupture relationships. Rewards can unduly restrict performance. Rewards may undermine responsiveness. Rewards undermine intrinsic motivation. 7