GlaxoSmithKline Pharmaceuticals Ltd.: Reinventing Incentives and Performance
商品編號：9B19C028
出版日期：2019/09/10
再版日期：2019/07/10
商品來源：
商品主題：International Business; Organizational Behaviour/Leadership
商品類型：Case (Field)
涵蓋議題：Incentives, Performance, Ethics, Change
難易度：5 - MBA/Postgraduate
內容長度：18 頁
地域：India
產業：Health Care Services
事件年度：2015
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 behaviour, dissemination of scientific knowledge among doctors, and customer and patient care. Many people were adapting to the new system while a few resisted, and some left the organization. Though management anticipated this turn of events and accepted the employee turnover, the director knew that more work needed to be done to make the new system more acceptable and functional. How should he address the subjectivity of the system, simplify it for his salesforce, and address the concerns of his managers? Would the new system motivate performance? Could he convince his employees of the potential benefits of the process- and competence-based pay system at GSK?
教學手冊：GlaxoSmithKline Pharmaceuticals Ltd.: Reinventing Incentives and Performance - Teaching Note
補充材料：