Arck Systems

Larkin, Ian I.

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HBI

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.

出版日
2011/03
改訂日
2012-03-01
領域
組織行動・人的資源管理
ボリューム
6ページ
コンテンツID
CCJB-HBS-911056
オリジナルID
9-911-056
ケースの種類
Case (Gen Exp)
言語
英語
翻訳
日本語
カラー
製本の場合、モノクロ印刷での納品となります。

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