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商品編號： 9-911-056 出版日期： 2011/03/23 作者姓名： Larkin, Ian I. 商品類別： Other 商品規格： 6p 再版日期： 2012/03/22 地域： United States 產業： Software development industry 個案年度： -
商品敘述：
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.
涵蓋領域：
Employee incentives;Employee retention;Enterprise computing;Hiring and recruitment;Sales team management
相關資料：
, (9-911-074), 17p, by Ian I. Larkin
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