Case | HBS Case Collection | July 1999

Restructuring General Motors North America (A): Pay-for-Performance

by Malcolm S. Salter


Presents the new pay-for-performance scheme adopted by General Motors (GM) in its 1999 reorganization of its sales and marketing organization. Once in operation, many administrative problems developed requiring a reconsideration of the scheme's basic architecture.

Keywords: Restructuring; Compensation and Benefits; Marketing; Organizational Change and Adaptation; Problems and Challenges; Sales; Auto Industry; North America;


Salter, Malcolm S. "Restructuring General Motors North America (A): Pay-for-Performance." Harvard Business School Case 800-027, July 1999.