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Arck Systems (E)
Larkin, Ian I.Case HBS-911060-ELeadership and People ManagementThe Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a series of changes the manager makes to the sales compensation plan in response to negative and unintended consequences of the existing system. The cases illustrate the tradeoffs inheren...Starting at €5.74
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Arck Systems (A), (B), (C), (D), (E) and (F), Teaching Note
Larkin, Ian I.Teaching Note HBS-911074-ELeadership and People ManagementTeaching Note for 911056, 911057, 911058, 911059, 911060 and 911073.Starting at €0.00
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Arck Systems (F)
Larkin, Ian I.Case HBS-911073-ELeadership and People ManagementThe Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a series of changes the manager makes to the sales compensation plan in response to negative and unintended consequences of the existing system. The cases illustrate the tradeoffs inheren...Starting at €5.74
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Arck Systems (D)
Larkin, Ian I.Case HBS-911059-ELeadership and People ManagementThe Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a series of changes the manager makes to the sales compensation plan in response to negative and unintended consequences of the existing system. The cases illustrate the tradeoffs inheren...Starting at €5.74
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Arck Systems (B)
Larkin, Ian I.Case HBS-911057-ELeadership and People ManagementThe Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a series of changes the manager makes to the sales compensation plan in response to negative and unintended consequences of the existing system. The cases illustrate the tradeoffs inheren...Starting at €5.74
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Arck Systems
Larkin, Ian I.Case HBS-911056-ELeadership and People ManagementThe Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a series of changes the manager makes to the sales compensation plan in response to negative and unintended consequences of the existing system. The cases illustrate the trade-offs inhere...Starting at €8.20
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Arck Systems (C)
Larkin, Ian I.Case HBS-911058-ELeadership and People ManagementThe Arck Systems series of cases describes the dilemmas faced by a senior sales manager in determining a sales compensation plan at an enterprise software company. The existing compensation plan is aggressive and highly rewards "star" performers. The cases track a series of changes the manager makes to the sales compensation plan in response to negative and unintended consequences of the existing system. The cases illustrate the tradeoffs inheren...Starting at €5.74
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eBay Partner Network (C)
Edelman, Benjamin; Larkin, Ian I.Case HBS-910012-EService and Operations ManagementSupplements the (A) case.Starting at €5.74
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V-Cola, Teaching Note
Larkin, Ian I.Teaching Note HBS-912042-ETeaching Note for 912043, 912044, 912045, 912046, 912047, 912048, and 912049.Starting at €0.00
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eBay Partner Network (B)
Edelman, Benjamin; Larkin, Ian I.Case HBS-910009-EService and Operations ManagementSupplements the (A) case.Starting at €5.74