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Papers On Business - Management
Page 553 of 1610

Fictitious Case In Sales Management / Earnings Caps For Top Performers ?
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In this 6 page case analysis of a fictitious company, a top salesperson threatens to leave when her quota to earn bonuses is consistently raised each year to be higher than she earned during the previous year. The company's possible solutions to this problem are evaluated as are the potentially positive and negative outcomes of each. The interest of company & sales morale is figured in and it is ultimately concluded that payscales which reward top performers are indeed the most beneficial in the long run and that caps or "ceilings" should be removed. Bibliography lists 3 sources.
Filename: Salecas4.wps

Fictitious Case In Sales Management / Firing Moonlighters
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In this 7 page case analysis of a fictitious company, a manager finds that one of his salespeople has been lying about the reasons for his sharp decline in sales; Evidently, the rep had been moonlighting at a part-time job and the manager is now confronted with an executive dilemma concerning what course of action should be taken. The writer evaluates the internal and external implications of every possible decision (i.e. impact that firing the rep would have on employee morale, cost of replacing him, effects of disciplining him, effects of changing him over from salary to straight commission, etc;) and ultimately concludes that while it would not be reasonable to fire the salesperson, a switch to straight commission would be most appropriate in this case. Bibliography lists 3 sources.
Filename: Salecas3.wps

Fictitious Case In Sales Management / Hiring & Assimilating Women
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In this 8 page case analysis of a fictitious company, the writer describes the problem faced by an older manager who has not found the same success in assimilating women as he had always found with men. The same motivations and invitations to social affairs that improved rapport with male salespeople only damaged relations with women. The writer presents possible solutions to this sales manager's common problem and evaluates each one- -deciding that the company will need to hire women trainers with experience in their field to help restructure company efforts and to make the new generation of saleswomen happy with their job. Short & long term implications of the proposed plan are discussed. Bibliography lists 4 sources.
Filename: Salecas2.wps

Fiduciary Relationships
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A 5 page paper. Fiduciary relationships are complex and often not written as a contract between employer and employee. This paper discusses some of the fiduciary responsibilities and obligations of the employee and manager of a company. Topics include bribes, kickbacks, conflict of interest, moving to another company and other related issues. Bibliography lists 6 sources.
Filename: PGfidrel.wps

Fighting Heuristics with Heuristics
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A 3 page paper presenting a scenario; identifying the types of heuristics involved in it; and designing an approach to persuading a supervisor to alter his position also using heuristics. Bibliography lists 4 sources.
Filename: KSmktgHeuris.rtf

Filling Overseas Positions in Global Hospitality Business
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5 pages. When a company expands into international locations there is oftentimes a dilemma as to hiring employees overseas. Is it better to hire expatriates or host country nationals? This is especially important in the hospitality industry where the impression made upon the customers means everything. This paper gives a convincing look at the disadvantages and advantages of hiring expatriates over host country nationals in filling overseas positions in the hospitality industry. Bibliography lists 3 sources.
Filename: JGAexpat.rtf

Film Review & Critical Analysis of "Raging Bull"
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A 2 page paper which reviews and provides critical analysis of Martin Scorsese's 1980 film, "Raging Bull." Bibliography lists 1 source.
Filename: TGragbul.wps

Final - Organizational Leadership
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An 8 page paper that responds to three issues about leadership. The paper discusses the importance of leadership in change management and includes comments about resistance; the centrality of ethics in leadership reminding the reader of the consequences of unethical behaviors and discusses resistance; and the writer's leadership philosophy, which is meant to demonstrate the application of a personal leadership perspective. Bibliography lists 7 sources.
Filename: PGldr209.rtf

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