PROBLEM$-$SOLVING APPLICATION CASE

Incentives Gone Wrong, Then Wrong Again, and Wrong Again

Money is an important tool for both attracting and motivating talent. If you owned a company or were its CEO, $y$ agree and choose performance management practices to deliver such outcomes. It also is possible you'd use help align your employees' interests, behaviors, and performance with those of the company. After all, countles have used incentives very successfully, but not all. The incentives used by Wells Fargo had disastrous consequ employees, customers, and the company itself.

THE SCENARIO AND BEHAVIORS

A client enters a bank branch and opens a checking account. The performance expectations of the banker that the account were to open eight accounts for each customer, which meant he or she needed to persuade that $cl$ open seven additional accounts! This resulted in the banker then attempting to open a savings account and mas card account, simple enough. But the problem happened when the customer left without opening additional acc many bankers went ahead and did so anyway without the customer's consent. Customers who had mortgages