Teaching note for product 9B17C013.

In 2006, Sophia Tannis, a 36-year-old professional with the U.S.-based multinational company CPA Solutions (CPA), who had worked internationally for many years, was asked by an influential leader at corporate headquarters in the United States to inject herself into a business-critical situation in Moscow. An established local competitor had been using various methods to damage CPA’s reputation in Moscow, and Tannis had to decide between employing .....more

Motivating employees has long been a topic of fascination for business leaders. Psychologists have developed many useful insights that are helping businesses to accrue value from their workforces. Regulatory focus theory stands out as one of the newer theories that is gaining traction as well as substantial empirical support. The purpose of this reading is to explain the basic tenets of regulatory focus theory and to discuss how it can be used to .....more