Solved Case Analysis: This Office Is Jinxed A by Tom Cross


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Tom Jordan, vice president of Strategy and new to a large office-products firm has been handed three objectives by the company president: revise the pricing strategy, adding a minimum $50 million to 2008 net profit, rationalize the store’s new-build process to add some discipline and reduce new-store financial disasters, and develop a process to analyze and improve revenue return on advertising spending. After deciding to set up a pricing task force, he asked each department head to attend the task force meetings or to designate a decision maker from the area to attend. He did not get an enthusiastic response from the merchandising heads and knew that they could undermine or block anything the pricing task force recommended. In addition, the task force members weren’t showing much enthusiasm for the task either.

Publishing Authority:

Darden Business Publishing – University of Virginia


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