Incentive Problems in a Software Company Case Solution

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 co-CEOs spouses Orange Kimono software and colleagues have been struggling with their remuneration. Orange Kimono, located in the north of England, was a software company with about 150 employees with products sold to businesses. This box contains the text of the email that details the old and the new sales compensation systems and the effects on sales, which represents behavior and customer experience.
by
Jeffrey Pfeffer
Source: Stanford Graduate School of Business
4 pages.
Release: July 27, 2009. Prod #: OB75-PDF-ENG
Incentive problems in a Box Software Solution Company

Incentive Problems in a Software Company Case Solution
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