This Case is about MOTIVATING PEOPLE, SALES, TECHNOLOGY
PUBLICATION DATE: July 27, 2009 PRODUCT #: OB75-HCB-ENG
In the month of 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 co-workers at Orange Kimono Software were having problem with their pay system. Orange Kimono, based in the north of England, was a software company with roughly 150 workers that made items offered to companies. This case consists of the text of the email which information the brand-new and old sales payment systems and the resulting impacts on sales, representative habits, and client experience.