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Compact case
Supplement
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Reference no. 9-508-046
Subject category: Marketing
Authors: David B Godes (Harvard Business School); Lauren Barley (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 6 February 2008
Length: 5 pages
Data source: Published sources
Topics: Compensation; Employee compensation; Incentives; Information technology; Motivation; Sales; Sales compensation; Sales force management; Sales strategy
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Abstract

This is a follow-on case to EFI, Inc (A) and (B). It reports on the sales force's response to the new plan and provides some data as to their performance in the quarters immediately following the implementation of the new plan.
Size:
USD500 million; 1700 employees
Other setting(s):
2006
Teaching note
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Reference no. 5-508-084
Subject category: Marketing
Authors: David B Godes (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 4 April 2008
Length: 16 pages
Data source: Published sources
View full details
Case
-
Reference no. 9-508-044
Subject category: Marketing
Authors: David B Godes (Harvard Business School); Lauren Barley (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 6 February 2008
Length: 21 pages
Data source: Field research
Topics: Employee compensation; Sales; Sales compensation; Sales force management; Sales forces; Sales strategy
View full details

About

Abstract

This is a follow-on case to EFI, Inc (A) and (B). It reports on the sales force's response to the new plan and provides some data as to their performance in the quarters immediately following the implementation of the new plan.

Settings

Size:
USD500 million; 1700 employees
Other setting(s):
2006

Related

Teaching note
-
Reference no. 5-508-084
Subject category: Marketing
Authors: David B Godes (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 4 April 2008
Length: 16 pages
Data source: Published sources
View full details
Case
-
Reference no. 9-508-044
Subject category: Marketing
Authors: David B Godes (Harvard Business School); Lauren Barley (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 2008
Version: 6 February 2008
Length: 21 pages
Data source: Field research
Topics: Employee compensation; Sales; Sales compensation; Sales force management; Sales forces; Sales strategy
View full details