1. Reasons for Pay and Organization Development. 2. Pay and Behavior in Organizations. 3. Determining Total Compensation: Strategic Issues. 4. Determining Total Compensation: Process Issues. 5. New Approaches to Total Compensation. 6. Performance-Based Pay: Strategic Issues. 7. Performance-Based Pay: Process Issues. 8. Performance Appraisal. 9. Gain Sharing. 10. Pay in Complex Organizations: The Fit Problem. 11. Pay in New Plants. 12. Changing Organizations. 13. Pay in Organizations: A Changing Scene. Appendix A: The Expectancy Theory Model in More Technical Terms. Appendix B: Measuring Motivation Using Expectancy Theory. Appendix C: Questionnaire Items Concerning Pay.