Solved Case Analysis: iCompute: The Marsh-Jones Dilemma By Gregory B. Fairchild, Brad Rourke

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Description

Since she had founded iCompute in 1995, Jane Ryan’s business had seen amazing growth, which had fueled a fair and even generous compensation package, especially for her sales team. Even in 2008 and 2009, which were recession years, she had been able to offer bonuses. But this year, there was a fly in the ointment. The two key people on the three-person sales team were at odds with one another, so she had to make a decision she knew would have repercussions.

Publishing Authority:

Darden Business Publishing – University of Virginia

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