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Mary Kay Cosmetics, Inc.: Sales Force Incentives (A)
Simons, Robert L.; Weston, Hilary A.Case HBS-190103-EAccounting and ControlDescribes the incentive system by which Mary Kay Cosmetics motivates the sales force of 200,000 independent agents who comprise the firm's only distribution channel. Illustrates the powerful effect on sales-force behavior that results when creative typesStarting at €8.20
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Automation Consulting Services
Simons, Robert L.; Weston, Hilary A.Case HBS-190053-EAccounting and ControlIllustrates the management control challenges that are associated with rapid growth and geographic expansion. Situated at an offsite Executive Committee Retreat. The three founding partners of a specialized consulting firm are grappling with several diffiStarting at €8.20