The systems Arck series of cases describes the dilemma faced at an enterprise software company with a senior sales manager in determining a compensation plan. The existing compensation plan is very aggressive and rewards “star” performers. The cases follow a number of changes to the manager makes the compensation plan in response to negative and unintended consequences of the current system. The cases, the compromises inherent incentive plans (outside of sales enviro … Read More »

The systems Arck series of cases describes the dilemma faced at an enterprise software company with a senior sales manager in determining a compensation plan. The existing compensation plan is very aggressive and rewards “star” performers. The cases follow a number of changes to the manager makes the compensation plan in response to negative and unintended consequences of the current system. The cases, the compromises inherent incentive plans (outside sales environments) and provides a framework for the design and management of incentive systems. It is changing in response to incentive system also useful in managing employees.
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Ian I. Larkin
Source: Harvard Business School
1 pages.
Release Date: 23 March 2011. Prod #: 911059-PDF-ENG
Arck systems (D) HBR case solution

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