| Case No: |
OB75 |
| Title: |
Incentive Problems in a Software Company |
| Publication Year: |
2009 |
| Author(s): |
Jeffrey Pfeffer
|
| Abstract Text: |
In July, 2009, Jeffrey Pfeffer, a professor at the Graduate School of Business at Stanford University, received an e-mail. The two co-founders and joint co-CEOs and their colleagues at Orange Kimono Software were struggling with their pay system. Orange Kimono, based in the north of England, was a software company with approximately 150 employees that made products sold to businesses. This case contains the text of the e-mail which details the old and new sales compensation systems and the resulting effects on sales, representative behavior, and customer experience. |
| Keywords: |
Incentives, sales force management, sales forces, compensation, Sales Strategy, Sales Compensation |
| Paper Copy Available: |
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| Electronic Copy Available: |
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