COMPARATIVE CHARACTERISTICS OF THE RESULTS-ORIENTED MOTIVATION SYSTEM OF THE INDUSTRIAL ENTERPRISE IN THE SUGHD REGION OF TAJIKISTAN

The article provides a comparative analysis of the existing system of
motivation of an industrial enterprise with the introduction of a result-oriented system as a
combination of internal and external elements of influence. The main provisions of the most
common substantive and procedural theories of motivation are briefly outlined. The definition
of the essence of motivation showed that it can be described as a kind of motivating action that
is aimed at a person to get a better result than before. To determine the ways of managerial
influences on personnel to achieve the goals of the enterprise, methods of motivation are
considered. It is shown that increasing the motivation of personnel is one of the main problems
of management, the solution of which will improve the economic results of the enterprise. The
organizational structure of the enterprise "Tochfiliz" LLC, a modern plant for the production of
building fasteners in the Republic of Tajikistan, is considered from the point of view of the
transition to a new system of personnel motivation. It is shown that the linear-functional type of
the organizational structure, which is characterized by the separation of the activities of linear
and functional units and increased coordination and functioning in the process of implementing
managerial activities, makes it possible to improve the qualifications and responsibility of
personnel. The paper substantiates the transition to the KPI system - key performance
indicators, which allows the company to assess the degree of achievement of both strategic and
tactical goals, such as attracting new and retaining existing customers. After detailing the top-
level KPIs and transferring them to the levels of departments and personnel, you can “tie”
personnel remuneration to them. For this purpose, indicators for evaluating the results of work
for key positions have been determined, for example, for a sales manager, these are: fulfillment
of the sales plan, fulfillment of the sales plan for products with high profitability, average
turnover per 1 client, fulfillment of the plan for the growth of new customers, overdue
receivables. It is shown that using the system of key performance indicators, it is possible to
form a variable part of the system of direct financial incentives. Comparative characteristics of
personnel remuneration systems by management levels showed that each employee, despite the
position, receives a well-deserved salary based on results, the variable part of which is about
20% of the monthly salary.

Motivation, personnel, enterprises, labor activity motivation, labor resources, KPI - key performance indicators, result-oriented, motivation system.

1. Avezova M.M., Vohidova A.A. Algorithm for the formation of an enterprise develop-

ment strategy in the regional market. Bulletin of PITTU named after academician M.S. Osimi.

2019. No. 3 (12). pp. 57-74.

2. Avezova M.M., Yusupova M.Z. Methodological and practical aspects of the educa-

tion quality management assessment system in the Sughd region of the Republic of Tajikistan

based on the competency-based approach. Bulletin of the Tajik National University. Socio-

Economic and Social Sciences Series. 2019. No. 8. pp. 135-142.

3. Avezova M.M., Kayumova A.A. Tahlil va bagoguzori omilhoi samaranokii fajoliyati

korkhonaho dar asosi idorakunii haroqot. Bulletin of PITTU named after academician M.S.

Osimi. 2020. No. 3 (16). pp. 68-78.

4. Alaverdov A.R. Personnel management: textbook / A.R. Alaverdov, E.O. Kuroyedo-

va, O.V. Nesterov. – M.: MFPU Synergy, 2013. – 192 p.

5. Bashkatova Yu. I. Peculiarities of personnel motivation in modern corporations //

Young scientist. – 2014. – No. 6. – P. 3-5.

6. Bukhalkov M.I. Personnel Management. – M.: INFRA-M, 2005. – 368 p.

7. House, 2023. – 451 p. – (Professional education). – ISBN 978-5-534-15946-2. —

Text: electronic // Educational platform Urayt [website]. — URL: https://urait.ru/bcode/510315

8. Gerchikov V.I. Personnel management: an employee is the most efficient resource

for an enterprise. M.: INFRA-M, 2007. – 282р.

9. Kibanov, A. Ya. Organizational personnel management: textbook / ed. AND I.

Kibanova. – 4th ed., additional and revised. – Moscow: INFRA-M, 2023. – 695 p.

10. Maslova, V. M. Personnel management: textbook and workshop for secondary voca-

tional education / V. M. Maslova. – 5th ed., revised. and additional – Moscow: Yurayt Publish-

ing

11. Mescon, Albert, Hedouri: Fundamentals of Management. Classic Edition; Author ·

Mescon Michael H., Hedouri Franklin, Albert Michael; Publisher Williams.

12. Nasimova M.A., Avezova M.M. Methodological and practical aspects of determining

development poles and growth points in the regional economy. In the collection: Russia in the

21st century: global challenges and development prospects. Materials of the Eighth Interna-

tional Forum. 2019. pp. 92-98.

13. Shapiro S.A. Motivation. – Publishing house “Gross Media”, 2008. – 150 p.

14. Turchinov A.I. Personnel management: textbook – M.: Publishing house of the

RAGS, 2002. – 488 p.

15. Vetluzhskikh, E. O. Strategic map, systemic approach and KPI: tools for leaders / E.

O. Vetluzhskikh. – M.: 2008. – 215 p.

16. Vetluzhskikh, E. O. Development of KPI in the enterprise / E. O. Vetluzhskikh. – M.:

2008. – 134 p.

17. Vikhansky O. S., Naumov A. I. V54. Management: textbook / O. S. Vikhansky, A. I.

Naumov. —. 5th ed. stereotypical – M.: Master: INFRA M, 2014. – 576 p.

18. Utkin E.A. Fundamentals of motivational management. – M.: Association of Authors

and Publishers “TANDEM”. EKMOS Publishing House, 2000. – 352 p.

19. Zaitseva O.A., Radugin A.A., Radugin K.A., Rogacheva N.I. Fundamentals of Man-

agement: Textbook for universities / Nauch. editor A. A. Radugin. – M.: Center, 1998. 429 p.

2026-03-22