Wolfgang Keller case study

Commercial director brodsky had an emphasis on using

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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)
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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
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