| GlaxoSmithKline Pharmaceuticals Ltd.: Reinventing Incentives and Performance - Student Spreadsheet |
| 作者姓名：Hema Bajaj; Manjari Srivastava; Ronald Sequeira |
| 商品類型： | 商品編號：7B19C028 |
| 出版日期：2019/09/10 | 內容長度：178 頁 |
Student spreadsheet to accompany product 9B19C028.
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| GlaxoSmithKline Pharmaceuticals Ltd.: Reinventing Incentives and Performance - Teaching Note |
| 作者姓名：Hema Bajaj; Manjari Srivastava; Ronald Sequeira |
| 商品類型： | 商品編號：8B19C028 |
| 出版日期：2019/09/10 | 內容長度：10 頁 |
Teaching note for product 9B19C028.
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| GlaxoSmithKline Pharmaceuticals Ltd.: Reinventing Incentives and Performance |
| 作者姓名：Hema Bajaj; Manjari Srivastava; Ronald Sequeira |
| 商品類型：Case (Field) | 商品編號：9B19C028 |
| 出版日期：2019/09/10 | 內容長度：18 頁 |
In 2015, GlaxoSmithKline (GSK) moved from target-driven sales, to a no-sales target regime. This change involved the sales incentives plan and performance measurement parameters of the front line medical sales force of the company. The executive director of Human Resources knew that challenges lay ahead in managing the company’s employees and reinvigorating the values of the organization. He was hoping to shift the focus of the sales force to ethical .....more
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