Case Study Bridging the Two Worlds-the Organizational Dilemma

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MGT 2383.1C and WW: Potential Final Exam Cases December 2013 1. Buddy’s Snack Company

Buddy’s Snack Company is a family owned company located in the Rocky Mountains. Buddy Forest started the business in 1951 by selling homemade potato chips out of the back of his pickup truck. Nowadays Buddy’s is a $36 million snack food company that is struggling to regain market share lost to Frito-Lay and other fierce competitors. In the early eighties, Buddy passed the business onto his son, Buddy, Jr., who is currently grooming his son, Mark, to succeed himself as head of the company. Six months ago, Mark joined Buddy’s Snacks as a salesperson and after four months was quickly promoted to sales manager. Mark recently graduated from a local university with an M.B.A. in Marketing, and Buddy Jr. was hoping that Mark would be able to implement strategies that could help turn the company around. One of Mark’s initial strategies was to introduce a new sales performance management system. As part of this approach, any salesperson who receives a below average performance rating would be required to attend a mandatory coaching session with his/her supervisor. Mark Forest is hoping that these coaching sessions will motivate his employees to increase their sales. This case describes the reaction of three salespeople who have been required to attend a coaching session because of their low performance over the previous quarter. Lynda Lewis Lynda is a hard worker who takes pride in her work ethic. She has spent a lot of time reading the training material and learning selling techniques, viewing training videos on her own time and accompanying top sales people on their calls. Lynda has no problem asking for advice and doing whatever needs to be done to learn the business. Everyone agrees that Lynda has a cheery attitude and is a real “team player”, giving the company 150% at all times. It…...

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