Arck Systems
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The Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a series of changes the manager makes to the sales compensation plan in response to negative and unintended consequences of the existing system. The cases illustrate the trade-offs inherent in incentive plans (even outside of sales environments) and presents a framework for the design and management of incentive systems. It also is useful in addressing employee response to incentive system change.
関連ケース
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¥ 1,144
¥ 814
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¥ 1,144
¥ 814
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¥ 1,144
¥ 814
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¥ 1,144
¥ 814
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¥ 1,144
¥ 814