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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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Project Management Control Systems (Spanish version)
Simons, Robert L.; Weston, Hilary A.Case HBS-102S01Accounting and ControlAfter providing a brief overview of Turner Construction Co.'s structure and project work, the case gives a detailed description of its project management control system, the IOR system. In addition to explaining the mechanics of the IOR system, the case identifies the uses and benefits of the system from the perspectives of different level managers. Finally, the role of the IOR system as a decision support tool is illustrated through a specific d...Starting at €8.20
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Automatic Data Processing: la decisión de EFS
Simons, Robert L.; Weston, Hilary A.Case HBS-108S17Accounting and ControlIlustra cómo la alta dirección de ADP utiliza sistemas de planificación y control formales para establecer límites estratégicos para sus unidades de negocio. La alta dirección ha desarrollado una lista detallada de los criterios estratégicos que los gerentes de ADP utilizan para evaluar los productos y unidades de negocio, así como los candidatos de adquisición y desinversión. Se centra en si el nodo debería desprenderse de un negocio rentable qu...Starting 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
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Automation Consulting Services (Spanish version)
Simons, Robert L.; Weston, Hilary A.Case HBS-102S12Accounting and Control1) the tension between local office autonomy, entrepreneurship, and the need for a unified firm strategy; 2) the increasing need for standardized ways to monitor rising costs, capacity utilization, and new business development; 3) redefining the role of the Executive Committee and the role of formal systems as the partnership continues to grow.Starting at €8.20