Top managers of Wetherill Associates, Inc, a small, privately owned distributor of electrical parts for the automotive aftermarket, are considering whether to change the system of compensation the company for its sales force. Management wants compensation system, which increases the effect of right-company policy and a team approach to customer service. The case describes the rights of the ethics and its application across the business. "Hide
by Lynn Sharp Paine, Jane Palley Katz Source: Harvard Business School 25 pages. Publication Date: December 16, 1993. Prod. #: 394113-PDF-ENG
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