You are on page 1of 1

Nordstrom Case Question

1. What is Nordstrom's marketing strategy? How does Nordstrom differentiate itself from
competitors?

2. Is the SPH system of compensation consistent with the Nordstrom's marketing strategy?

3. What are the causes of the problems that are described in the case? How serious are these
problems?

4. Are Nordstrom employees inappropriately pressured by SPH system or by Management?

5. How effective is the memo in Exhibit 3 in clarifying the distinction between "sell" and "non-
sell" time?

6. How would you change the reward system at Nordstrom and what would be its impact on the
motivation/performance of the sales personnel?

You might also like