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[Related to the Apply the Concept on page 587] For years, the Goodyear Tire & Rubber Company compensated its sales force by paying a salesperson a salary plus a bonus, based on the number of tires he or she sold. Eventually, Goodyear made two changes to this policy: (1) The basis for the bonus was changed from the quantity of tires sold to the revenue from the tires sold; and (2) salespeople were required to get approval from corporate headquarters in Akron, Ohio, before offering to sell tires to customers at reduced prices. Explain why these changes were likely to increase Goodyear’s profits.

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In this problem, we are asked to explain the reason the change of bonus’ basis from quantity to revenue from sales and offering of products at a lower price only after the approval from headquarters will increase the profit of Goodyear.

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