Wetherill Associates, Inc - The Case Centre

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Case

Reference no. 9-394-113

Subject category: Strategy and General Management

Authors: Joshua Katz (University of New South Wales); Lynn Paine (Harvard Business School); Charles A Nichols III (Harvard Business School)

Published by: Harvard Business Publishing

Originally published in: 1993

Version: 9 November 1995

Length: 25 pages

Data source: Field research

Topics: Business ethics; Organizational management; Sales compensation; Organizational culture; Sales force management

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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.

Location:

United States

Industries:

Automotive parts & accessories; Manufacturing

Size:

350 employees, USD84 million revenues

Other setting(s):

1993