Salco (China) - The Case Centre

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Case

Reference no. 9B03C025

Subject category: Human Resource Management / Organisational Behaviour

Authors: Joerg Dietz; Alan Yang

Published by: Ivey Publishing

Originally published in: 2003

Version: 2009-10-17

Length: 12 pages

Data source: Field research

Topics: Personnel management; Organizational behaviour; Change management; Management in a global environment

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Abstract

Salco (China) is a global manufacturer of burners for hot-water boilers and industrial furnaces and ovens. The company has recently hired a new operations manager for their plant in China whose mandate is to improve the efficiency of the Beijing office, to eliminate Salco''s Chinese distributors'' poaching behavior and to elevate Salco''s brand equity in the Chinese market. After implementation, the initiative to eliminate distributors'' poaching had failed and the company''s operations manager must determine why this initiative failed and prepare a report for senior management.

Location:

China

Industry:

Miscellaneous manufacturing

Size:

Large

Other setting(s):

1998