Wolfgang Keller case study

Commercial director brodsky had an emphasis on using

Info icon This preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
commercial director Brodsky had an emphasis on using the administrative systems to minimize face- to-face contact with subordinates while Keller likes personal relationships – Keller basically didn’t like his management style Brodsky kept personal and professional life separate, which bothered Keller – he was formal and professional – not social Keller is impatient and action-oriented; hands-on Brodsky is analytical and deliberate and preferred to delegate a lot Keller thought Brodsky had poor leadership and personality Keller felt if he had not intervened, that Brodsky would not have gotten task done (redesign sales force organization)
Image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Annual distributor’s meeting – over half their distributors were not planning to attend – Keller decided to phone all the area managers to devise an action plan; he felt it was critical that the large and powerful distributors from the rural areas come Keller was disturbed by Brodsky’s handling of the distributor’s lawsuit – Keller felt Brodsky didn’t spend enough time with the distributor
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern