Winston is also executing a new corporate performance management system. Winston must solicit comments from advertising staff on how reactive his salespeople are to the directives of advertising to help improve coordination between marketing and sales. The advertising group has info on merchandise costs that permit it to predict product profitability, and by getting the sales force to focus on those products the marketers can enhance business-wide gross profits.
The KAT model, implemented six months before, has challenged the core internal worth of the organization - such as a salesperson's control of her or his customer base and the appropriateness of merchandise specialization. However, the long term evaluation of the new organizational structure will be its alignment with external changes in the securities industry securities are bought and sold and the kinds of new products flooding the market.Campbell and Bailyn’s Boston Office Managing the Reorganization Case Solution
PUBLICATION DATE: April 11, 2008 PRODUCT #: 212S01-HCB-SPA
This is just an excerpt. This case is about ORGANIZATIONAL DEVELOPMENT
Related Case Solutions & Analyses:
BMW: Currency Hedging 2007
Oil Refining in China
TruckitNow.com Business Plan
MBIn Jeopardy (C)
The Tale of Lynx Solution
First Community Bank (A)
Continental Airlines Flies High with its Real-Time Data Warehouse
Nucor Steel
Invesco Ltd. Asset Management in Transition
Marriott International: The Next 90 Years
