Abstract

  


 



Madison Fiber Corporation


Derek Newton


affiliation not provided to SSRN

Robert E. Spekman


University of Virginia - Darden School of Business

Alexandra Ranson


affiliation not provided to SSRN

Darden Case No. UVA-M-0425

Abstract:     
This case offers students an opportunity to examine a variety of issues concerning compensation: How much to pay? What kind of compensation plan to use? How much of the management task can compensation accomplish? In addition, the case also examines the relationship between strategy and task and the problems of using compensation to influence behavior where the task is highly complex, varying by product line and territory.

Number of Pages in PDF File: 11

Keywords: sales-force compensation, sales management

working papers series


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Date posted: October 21, 2008  

Suggested Citation

Newton, Derek, Spekman, Robert E. and Ranson, Alexandra, Madison Fiber Corporation. Darden Case No. UVA-M-0425. Available at SSRN: http://ssrn.com/abstract=1279997

Contact Information

Derek Newton (Contact Author)
affiliation not provided to SSRN
No Address Available
Robert E. Spekman
University of Virginia (UVA) - Darden School of Business ( email )
P.O. Box 6550
Charlottesville, VA 22906-6550
United States
804-924-4860 (Phone)
HOME PAGE: http://www.darden.virginia.edu/faculty/spekman.htm
Alexandra Ranson
affiliation not provided to SSRN
No Address Available
Feedback to SSRN (Beta)


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