Incentive Problems in a Software Company Harvard Case Solution & Analysis

In July, 2009, Jeffrey Pfeffer, a teacher at the Graduate School of Business at Stanford University, got an email. The 2 co-founders and joint co-CEOs and their associates at Orange Kimono Software were dealing with their pay system. Orange Kimono, based in the north of England, was a software company with around 150 staff members that made items offered to companies.

This case includes the text of the email which information the brand-new and old sales payment systems and the resulting results on sales, representative habits, and client experience.

PUBLICATION DATE: July 27, 2009 PRODUCT #: OB75-HCB-ENG

This is just an excerpt. This case is about SALES & MARKETING

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