Mobil USM&R (B): New England Sales and Distribution Harvard Case Solution & Analysis

General manager of the local gasoline / distillate sales and distribution business unit needs to communicate a new strategy to 300 staff employees. The initial strategic planning identifies priority list of features that the national mixed parents division strategy with the individual, the local strategy. But the new strategy to be effective, the old system of measurement, which emphasized only sales and reduce costs, had to be replaced.

mobil usm&r case solution

mobil usm&r case solution

The manager led the development of local Balanced Scorecard (BSC), obtained by dividing the indicators (described in (A) case). To communicate the critical point of the local BSC, top managers installed devices Super Bowl contest in which all employees have been challenged to achieve the objectives for five measures BSC. This case describes the communication and control processes for the Super Bowl action. "Hide
by Robert S. Kaplan Source: Harvard Business School 8 pages. Publication Date: September 5, 1996. Prod. #: 197026-PDF-ENG

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Mobil USM&R (B): New England Sales and Distribution

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