Wells Fargo and the Slippery Slope of Sales Incentives
Harvard Business Review
SEPTEMBER 20, 2016
In the early 1990s Sears sought to restore its reputation with $46 million in coupons because some employees of its automotive repair division (who were paid a commission on sales of parts and services) had allegedly enticed customers into authorizing and paying for needless repairs. Things escalate and spread from there.
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