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Lessons from the Titans: What Companies in the New Economy Can Learn from the Great Industrial Giants to Drive Sustainable Success
book

Lessons from the Titans: What Companies in the New Economy Can Learn from the Great Industrial Giants to Drive Sustainable Success

by Scott Davis, Carter Copeland, Rob Wertheimer
July 2020
Beginner content levelBeginner
288 pages
8h 23m
English
McGraw-Hill
Audiobook available
Content preview from Lessons from the Titans: What Companies in the New Economy Can Learn from the Great Industrial Giants to Drive Sustainable Success

CHAPTER

6

UNITED TECHNOLOGIES

The Dangers of Fixed Incentives

BY CARTER COPELAND

Images

“People do what you pay them to do” is a guiding principle of management. How much and toward what end an organization incentivizes its employees has a profound impact on how the business performs. The history of United Technologies (UTC) is a story of amazing success and failure with an incentive structure built around a simple goal, “Grow earnings 10 percent per year,” at the center of the company’s rise and fall.

UTC is one of the great industrial mega-conglomerates. For much of the 1900s, the company was known as United Aircraft and focused on the aviation ...

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Publisher Resources

ISBN: 9781260468403