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