Arck Systems (C)

Larkin, Ian I.

  • サプリ
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 tradeoffs 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
2011-06-01
領域
組織行動・人的資源管理
ボリューム
2ページ
コンテンツID
CCJB-HBS-911058
オリジナルID
9-911-058
ケースの種類
Supplement (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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