Madison Fiber Corporation

11 Pages Posted: 21 Oct 2008

See all articles by Derek Newton

Derek Newton

University of Virginia - Darden School of Business

Robert E. Spekman

University of Virginia - Darden School of Business

Alexandra Ranson

Independent

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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.

Keywords: sales-force compensation, sales management

Suggested Citation

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

Derek Newton (Contact Author)

University of Virginia - Darden School of Business

P.O. Box 6550
Charlottesville, VA 22906-6550
United States

Robert E. Spekman

University of Virginia - Darden School of Business ( email )

P.O. Box 6550
Charlottesville, VA 22906-6550
United States
434-924-4860 (Phone)

HOME PAGE: http://www.darden.virginia.edu/faculty/spekman.htm

Alexandra Ranson

Independent

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