Authors: Joseph Scott; William H. Ross
Addresses: Marketing Department, Top Hat Transportation/Access Mobility Products, 226 Hood Street, La Crosse, WI 54601, USA ' Department of Management, Wimberly Hall, Room 416, University of Wisconsin – La Crosse, 1725 State Street, La Crosse, WI 54601, USA
Abstract: The Greenlife company is a US family-owned business specialising in home improvement projects. One division sells and installs energy-efficient replacement windows. The small business owner must address problems relating to the work habits of two sales representatives. One is experienced, but his lack of communication with window installers creates scheduling problems. The other is new and has trouble estimating when materials will arrive and how long installation will take. Additionally, the telephone messaging and scheduling systems are antiquated, yet the experienced sales representative opposes changes. The owner also decides that the compensation system does not adequately motivate the sales representatives. The case offers students an excellent opportunity to apply organisational behaviour and information systems concepts when grappling with these problems.
Keywords: motivation; leadership; power; communication; technology acceptance; conflict management; decision making; teaching; case study; management.
International Journal of Teaching and Case Studies, 2018 Vol.9 No.2, pp.109 - 130
Received: 21 Jun 2017
Accepted: 11 Aug 2017
Published online: 23 Mar 2018 *