Publications
Publications
  • December 1993 (Revised November 1995)
  • Case
  • HBS Case Collection

Wetherill Associates, Inc.

By: Lynn S. Paine
  • Format:Print
  • | Pages:25
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Abstract

Top managers of Wetherill Associates, Inc., a small, privately held distributor of electrical parts to the automotive aftermarket, are considering whether to modify the company's compensation system for its salesforce. The management wants a compensation system that reinforces the company's right-action policy and its team approach to customer service. The case describes the right-action ethic and its application throughout the business.

Keywords

Ethics; Business or Company Management; Organizational Structure; Compensation and Benefits; Salesforce Management

Citation

Paine, Lynn S. "Wetherill Associates, Inc." Harvard Business School Case 394-113, December 1993. (Revised November 1995.)

About The Author

Lynn S. Paine

General Management
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