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 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.

【書誌情報】

ページ数：6ページ

サイズ：A4

商品番号：HBSP-911056

発行日：2011/3/23

登録日：2012/4/12