Hughes Family Furniture Store¹

Abstract

Erick Wilson and Richard Hyche, managers of Hughes Family Furniture Store in Charlotte N.C. are exploring new ways to motivate their sales force to sell more of one of their most profitable items, a Furniture Protection Plan. They are considering a new compensation plan but are concerned about how this new change might affect their sales force.

Citation

Carson, C.M. and Ishee, J.N. (2007), "Hughes Family Furniture Store¹", , Vol. 4 No. 1, pp. 3-11. https://doi.org/10.1108/TCJ-04-2007-B002