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Maritz Automotive
Hall, Brian J.; Pierce, Lamar; Whillans, Ashley V.Caso HBS-920052-EDirección estratégicaThis case focuses on Charlotte Blank, the Chief Behavioral Officer at Maritz, as she tries to assist a major automotive manufacturer (CarCo) with increasing their sales by prepaying monthly bonuses to independently franchised car dealers and clawing them back if the sales targets are not reached. This pre-payment structure is what behavioral economists call "loss-framing." Broadly, this prepayment structure is an attempt to increase sales effor...Desde 8,20 €