The history of business administration and management education in the two Germanies - a comparative approach

Most analyses of the evolution of pay strategies in the last decade emphasize the macro–level components of changes, e. g. government policies, the crisis of tripartite negotiation. Yet more than a ‘push’ from the centre, we are witnessing a ‘pull’ from the periphery, the world of companies and management. New pay policies, both collective and individual, seem especially geared towards increase–ing the effectiveness of wages as a means of fostering employee motivation hence leading to a greater relevance of the company level and more differentiation in pay in response to segmented company labour markets.