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Case
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Reference no. 9-480-063
Subject category: Human Resource Management / Organisational Behaviour
Authors: John J Gabarro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1980
Version: 29 June 1984
Length: 11 pages
Data source: Published sources
Topics: Decision making and problem solving; Organizational culture; Strategy execution; Sales team management
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Abstract

Lower middle-level manager is faced with the need to bring about a change in the call patterns of the sales force selling her product. Based on an earlier case by PR Lawrence.
Location:
Pennsylvania
Industries:
Mining and metals industry; Iron and steel production
Other setting(s):
1965
Supplement
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Reference no. 9-481-051
Subject category: Human Resource Management / Organisational Behaviour
Authors: John J Gabarro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1980
Version: 17 November 1987
Length: 8 pages
Data source: Published sources
Topics: Decision making and problem solving; Organizational culture; Sales and marketing; Strategy execution
View full details

About

Abstract

Lower middle-level manager is faced with the need to bring about a change in the call patterns of the sales force selling her product. Based on an earlier case by PR Lawrence.

Settings

Location:
Pennsylvania
Industries:
Mining and metals industry; Iron and steel production
Other setting(s):
1965

Related

Supplement
-
Reference no. 9-481-051
Subject category: Human Resource Management / Organisational Behaviour
Authors: John J Gabarro (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1980
Version: 17 November 1987
Length: 8 pages
Data source: Published sources
Topics: Decision making and problem solving; Organizational culture; Sales and marketing; Strategy execution
View full details