Reference no: EM131576018
Case Assignment
Purpose: Theprimary purpose for the case assignments is to practice the application of course concepts by analyzing real-world management issues in order to determine appropriate solutions.
You will analyze the situation below by integrating and applying course concepts. Please respond to the specific questions below. This is a group assignment.
Logistics:
• Submit your final assignment using SafeAssign in the recitation Blackboard site by the due date of Sunday, July 23 at 11:30pm.
• Number your answers, but do not include the questions in your submission.
• Papers should be no more than four pages double spaced, 12-point font, Times New Roman
Premium Finish makes the number one car waxin the U.S. They make other automotive maintenance products, but the car wax is their major seller. They sell the car wax directly to automotive specialty stores like Auto Zone and Advanced Auto Parts. Premium Finish is facing a big problem: in the past year, their sales have decreased for the first time in a decade. Premium Finish's competitors have taken some of their market share, even though consumer reviews still name Premium Finish Car Wax as the best.
Premium Finish has sales representatives who report to regional sales managers, and the regional sales managers report directly to the VP of Sales. The sales representatives are assigned to major accounts (e.g., Auto Zone) and they sell to the stores in their accounts only. The accounts are mostly determined geographically, however, sometimes there are geographical overlaps. In those cases, one sales rep is assigned the bigger accounts (like Auto Zone) and another is assigned all of the smaller, non-chain automotive stores. Each sales representative works with the stores in their account to sell them Premium Finish products and to keep the stores well-stocked; the sales representatives are not asked to find new stores to carry their products. Regional sales managers are responsible for the sales representatives in their region and their job is to work with the sales representatives to increase sales and reach their targets.
The regional managers handle most of the negotiating for shelf space: Premium Finish wants their products displayed in the most visible locations, with Point of Sale (POS) displays that advertise that Premium Finish Car Wax is #1. It varies by region, but only 45% of the automotive retailers that Premium Finish is in use the POS displays. The regional managers have to report the POS display usage in their regions to the VP of sales, but they do not have to report any information about the desirableness of the shelf space.
Answer the following questions. Remember to number your answers, but do not include the questions in your submission.
1. Choose EITHER the Sales Representative OR Regional Sales Manager job and design a performance management and reward system that effectively addresses both intrinsic and extrinsic motivation of employees in that job. Do not worry about what the current systems may be. Explain the reasons behind your design choice and explicitly state how they will affect intrinsic and extrinsic motivation. Information relevant to answering this question is in your textbook and lecture material, but if you choose to supplement this information with outside resources be sure to paraphrase and cite appropriately.
2. Analyze your response to question #1 using EITHER Equity ORExpectancy theory. What elements of the theory did you incorporate into your reward system? Explain being sure to demonstrate your understanding of the theory you chose.
3. In addition to the lagging sales numbers, Premium Finish has also experienced high turnover in one of its regions. This region has a less experienced Regional Sales manager who has been involved in the interviewing process. Based on what you know about perceptual biases and social perception, recommend an interview approach that would help interviewers make more sound decisions about who to hire. Be sure to demonstrate your understanding of perceptual biases and how to mitigate their effects.
Attachment:- Working-Document-Google.pdf