Publications
Publications
- December 1993 (Revised November 1995)
- HBS Case Collection
Wetherill Associates, Inc.
By: Lynn S. Paine
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.)