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  • November 2021
  • Article

The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training

By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that... View Details
Keywords: Salesforce Management; Recruitment; Selection and Staffing; Compensation and Benefits; Resignation and Termination; Training; Behavior; Analysis
Related
  • 01 Nov 2012
  • News

First and Goal

rejected. As a result, he resigned from the board of the organization he had founded to promote the sport that he loved. Today, Swearengin, an attorney who for 14 years has represented companies facing class action litigation View Details
Keywords: Funds, Trusts, and Other Financial Vehicles; Funds, Trusts, and Other Financial Vehicles
  • 26 Sep 2017
  • First Look

First Look at New Research and Ideas, September 26, 2017

cascading series of scandals surrounding that same workplace culture led a group of powerful investors to seek Kalanick's resignation to protect their investment. This case presents an overview of the growth of Uber, the impact of... View Details
Keywords: Sean Silverthorne
  • 25 Jul 2017
  • First Look

First Look at New Research and Ideas: July 25, 2017

protections—including termination fees—in M&A deals. Prior to 2011, the UK permitted termination fees up to 1% of deal value and there was no prohibition on other... View Details
Keywords: Carmen Nobel
  • 24 Sep 2019
  • News

Connecting Patients and Providers

When his mother was diagnosed with terminal pancreatic cancer, Greg Jarzabek (PLD 21, 2016) sought out medical advice from specialists around the world: Warsaw, London, Chicago, New York, Boston, Cologne, Frankfurt, Turin, Helsinki,... View Details
  • 09 Oct 2015
  • News

Balancing Progress and Preservation

went on to serve as deputy project manager for the $200 million renovation of Grand Central Terminal as a vice president with LaSalle Partners from 1994 to 1996. In 2012, the Institute of Classical Architecture View Details
Keywords: Deborah Blagg; Securities, Commodities, and Other Financial Investments; Securities, Commodities, and Other Financial Investments
  • 19 Jun 2019
  • News

Connecting Patients and Providers

Greg Jarzabek (PLD 21, 2016) was living in London and working in finance when his mother was diagnosed with terminal pancreatic cancer in her native Poland. Jarzabek wanted to reach out to doctors around the... View Details
Keywords: April White

    Best-selling and New Cases by Ben Esty

    Best-Selling (MOST POPULAR) Cases:  

      1) Eaton: Portfolio Transformation & Cost of... View Details

    • November 2005 (Revised July 2006)
    • Case

    Two Tough Calls (A)

    By: Joseph L. Badaracco Jr.
    A young female manager must decide whether to terminate two poorly performing managers who work for her. Shows the practical and ethical issues involved in firing decisions. View Details
    Keywords: Ethics; Resignation and Termination; Management; Performance
    Related
    • December 2024 (Revised March 2025)
    • Case

    Strategy and CEO Succession at Starbucks

    By: Krishna G. Palepu and David Lane
    On August 13, 2024, Starbucks announced that Laxman Narasimhan who was appointed as the CEO only in September 2023, was stepping down as CEO and board director “with immediate effect.” Laxman would be replaced on September 9 by Brian Niccol, CEO since 2018 of Chipotle... View Details
    Keywords: Strategy; Corporate Governance; Leadership; Management Succession; Cost Management; Labor Unions; Working Conditions; Order Taking and Fulfillment; Service Operations; Investment Activism; Governing and Advisory Boards; Resignation and Termination; Food and Beverage Industry; United States
    Related
    • January 2013 (Revised March 2017)
    • Case

    CloudFlare, Inc.: Running Hot?

    By: Thomas R. Eisenmann and Alex Godden
    In July 2012, the cofounders of CloudFlare, a Silicon Valley startup that protects websites and accelerates their traffic, are considering the implications of five employees' resignations over the prior three months. Was this natural attrition for a high-tech venture... View Details
    Keywords: Management Practices and Processes; Employee Relationship Management; Organizational Structure; Organizational Culture; Organizational Change and Adaptation; Growth Management; Internet and the Web; Entrepreneurship; Resignation and Termination; Business Startups; Information Technology Industry; Web Services Industry; California
    Related
    • October 2012
    • Case

    Global Diversity and Inclusion at Royal Dutch Shell (A)

    By: Sandra J. Sucher and Elena Corsi
    Royal Dutch Shell has been among the early players to implement diversity and inclusion policies in the 1990s, first in the U.S. and then globally. In May 2009, Peter Voser, CFO and soon-to-be CEO, wants to adjust the company's business, headcount, and cost levels to... View Details
    Keywords: Organizational Change and Adaptation; Managerial Roles; Restructuring; Resignation and Termination; Diversity; Financial Crisis; Energy Industry; Netherlands
    Related
    • July 1987 (Revised October 2009)
    • Background Note

    A Method For Valuing High-Risk, Long-Term Investments: The "Venture Capital Method"

    By: William A. Sahlman and Daniel R Scherlis
    Describes a method for valuing high-risk, long-term investments such as those confronting venture capitalists. The method entails forecasting a future value (e.g., five years from the present) and discounting that terminal value back to the present by applying a high... View Details
    Keywords: Forecasting and Prediction; Entrepreneurship; Venture Capital; Investment; Risk Management; Valuation
    Related
    • August 1999 (Revised October 2000)
    • Case

    Millennium Media, Inc. and John Voorenberg

    By: David A. Thomas
    Millenium Media's CEO reviews the company diversity report and considers the challenges of maintaining a diverse workforce in light of the news that three individuals, two of whom are people of color, are leaving for opportunities with a competitor. View Details
    Keywords: Diversity; Employee Relationship Management; Resignation and Termination; Retention; Leadership Style; Problems and Challenges; Competition
    Related
    • March 2024 (Revised August 2024)
    • Case

    Darktrace: Scaling Cybersecurity and AI (A)

    By: Jeffrey F. Rayport and Alexis Lefort
    In 2023, Darktrace CEO Poppy Gustafsson was contemplating her growth strategy at a leading U.K.-based cybersecurity venture, launched in 2013 by a group of anti-terror cyber specialists, University of Cambridge mathematicians, and artificial intelligence (AI) experts.... View Details
    Keywords: Technology; Talent; Scaling; Entrepreneurship; Cybersecurity; Leadership; Business Growth and Maturation; Recruitment; Resignation and Termination; AI and Machine Learning; Growth and Development Strategy; Organizational Culture; Going Public; Technology Industry; United Kingdom; Europe; United States
    Related
    • January 2011
    • Case

    William Jeffrey Departs from Bay Colony Mutual

    By: Lena G. Goldberg
    A board's decision-making and process in investigating and terminating a company's CEO are explored and the company's policies and contractual obligations considered. View Details
    Keywords: Decision Choices and Conditions; Corporate Governance; Governing and Advisory Boards; Policy; Resignation and Termination; Contracts; Leadership
    Related
    • May 1994
    • Case

    Laura Ashley (D)

    By: Richard L. Nolan
    Describes the resignation of the CEO hired three years earlier to transform the company. View Details
    Keywords: Transformation; Resignation and Termination; Management Succession; Performance Evaluation
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    • Fast Answer

    Sustainable investing and ESG resources

    Preqin
    Provides ESG ratings for Fund Managers, Funds, and Investors. Bloomberg
    Provides company-reported ESG data for almost 9,500 companies in 83 countries. Type ESG <GO> once you are on the Bloomberg terminal. There... View Details
    • June 2005 (Revised January 2007)
    • Case

    The Board of Directors at Morgan Stanley Dean Witter (A)

    By: Jay W. Lorsch and Ashley Robertson
    Examines the resignation of Philip Purcell as chairman and CEO of Morgan Stanley as a result of poor performance and cultural problems, as well as his relationship to the board of directors. View Details
    Keywords: Cross-Cultural and Cross-Border Issues; Corporate Governance; Resignation and Termination; Performance; Rank and Position
    Related
    • 02 Mar 2023
    • Blog Post

    Women, Work, and the "M" Word

    One in five women report having left or considered leaving a job because of their menopause symptoms. Women are vital to the US workforce, and the Great Resignation saw the already slim ranks of women in... View Details