Because of the way a firm is organized, different managers (representing different regions or products) might negotiate with the same customer. Moreover, the customer’s profit profile may not be the same across regions and/or products. The customer might even be a marginal or loss making customer for some regions/product lines. Discuss the costs and benefits of alternate incentive schemes that a firm could employ to motivate its managers to consider a customer’s entire relationship with the firm when negotiating with the customer.