Collective bargaining about profit sharing, productivity and performance incentives (PSPPI), when linking a variable wage percentage to profitability, quality and productivity, has become even more important in a context where organizational innovations demand larger workers' participation in management and more workers' commitment with the enterprise goals. This article is on part of the author's Ph.D. thesis and analyses a wide research accomplished in São Paulo and Minas Gerais, Brazil, from 1995 to 1999. The author organized and analyzed 1.583 clauses of 75 collective bargaining agreements (at both the enterprise and economic sector levels), encompassing four dynamic Brazilian economic sectors: automotive, chemical, bank and telecommunication. The research showed PSPPI programs need to be negotiated with trade unions which have real bargain power in order to become the formidable managerial tool it can be. If so, there is strong probability of obtaining more organizational commitment from workers. Our research showed this happened in the automotive sector, especially in the ABC region (São Paulo) and in second plan in the chemical sector. On the other hand, in the services sectors the bargaining didn't happen and PSPPI programs haven't launched.
profit sharing, productivity and performance incentives; collective bargaining; industry and services; Brazil
