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Arrow elearrroctronics.pdf

Arrow elearrroctronics.pdf

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Published by Nitin Sharma
electronics
electronics

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Published by: Nitin Sharma on Oct 29, 2013
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10/29/2013

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Harvard Business School9-800-290
!"#$%&"'"()"*%++,%-...
Professor Brian Hall and Research Associate Carleen Madigan prepared this case as the basis for class discussion ratherthan to illustrate either effective or ineffective handling of an administrative situation.
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1
Compensation and Performance Evaluation atArrow Electronics
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This document is authorized for use only in PGP 1st Year - 08162013 - III by Dr Sanyukta Jolly at IILM-IHE fromAugust 2013 to February 2014.
 
800-290Compensation and Performance Evaluation at Arrow Electronics
2
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Company and Industry Background
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This document is authorized for use only in PGP 1st Year - 08162013 - III by Dr Sanyukta Jolly at IILM-IHE fromAugust 2013 to February 2014.
 
Compensation and Performance Evaluation at Arrow Electronics800-290
3
<>>0'<630;,%(3;:>"99%96<@@%<;:%'0((366""%(""63;49$`%N>650D45%5"%'0;93:"*":%)065%0@%539%(<3;6<9_9%60%)"%"CD<>>2%3(10*6<;6,%5"%@0D;:%65<6%(<\0*%96*<6"42%399D"9%4";"*<>>2%0;>2%*"CD3*":<66";630;%1"*30:3'<>>2,%1"*5<19%6?0%0*%65*""%63("9%<%(0;65,%?53>"%5D(<;%*"90D*'"%399D"9%*"CD3*":539%:<3>2%<66";630;
Management of the Sales Force
K"'<D9"%5"%1><'":%9D'5%<;%"(15<939%0;%5D(<;%*"90D*'"%(<;<4"(";6%Y"#";%403;4%90%@<*<9%60%'<>>%53(9">@%65"%^'53"@%"i"'D63#"%0@@3'"*%<;:%'53"@%5D(<;%*"90D*'"%0@@3'"*`%0@%65"0*4<;3[<630;Z,%T<D@(<;%600_%<%91"'3<>%3;6"*"96%3;%53*3;4%<;:%)D3>:3;4%<%6<>";6":%9<>"9%@0*'"$%%^N6N**0?,%?"%5<#"%;0%?0*>:%'><99%(<;D@<'6D*3;4%@<'3>363"9,%;0%1*01*3"6<*2%1*0:D'69%0*%1<6";69,%;0'D663;4%":4"%*"9"<*'5%><)9$%a5<6%?"%5<#"%39,%"99";63<>>2,%<%#"*2%><*4"%9<>"9%@0*'",%(<*_"63;4%6"<(<;:%1D*'5<93;4%4*0D1$%%B5"*"@0*",%0D*%0;>2%<99"6%39%0D*%1"01>",`%5"%)">3"#":$%^M<;2%0@%65"*"><630;95319%?365%0D*%'D960("*9%<;:%0D*%9D11>3"*9,%?53'5%0;"%(3456%653;_%<*"%'0;63;D3;4,%<*"?*<11":%D1%3;%1"*90;<>%*"><630;95319$%%N;:%3@%<%1"*90;%>"<#"9,%65";%65<6%*"><630;9531%?"<_";9,%0*3;%65"%"i6*"(",%"#<10*<6"9$`B5"%(<3;6";<;'"%0@%65"9"%*"><630;95319%53;4":%0;%65"%*"6";630;%0@%400:%9<>"9%<;:(<*_"63;4%1"01>"$%%a5";"#"*%<;%"(1>02""%>"@6,%5"%0*%95"%600_%90("653;4%#"*2%#<>D<)>"%<?<2@*0(%65"%'0(1<;2%d%106";63<>%"<*;3;49$%N::3630;<>>2,%93;'"%65"%9<>"91"*90;%?<9%65"%(<3;%103;6%0@ '0;6<'6%@0*%'D960("*9,%?5";%<%9<>"91"*90;%>"@6%N**0?,%539%0*%5"*%'D960("*9%0@6";%@0>>0?":%9D36$B5"%6D*;0#"*%1*0)>"(%?<9%<%'0;'"*;%;06%\D96%@0*%N**0?,%)D6%@0*%065"*%:396*3)D60*9%<9%?">>$%B5"3;:D96*2,%?53'5%5<:%)"";%4*0?3;4%<6%+Gn%<%2"<*,%?<9%;060*30D9%@0*%5345%6D*;0#"*%*<6"9%Y<6%63("9,<9%(D'5%<9%-.E-Gn%<%2"<*Z,%?365%(<;2%9<>"91"01>"%9?36'53;4%"(1>02"*9%"#"*2%-EO%2"<*9$%M<;2%0@ 65"%9<>"91"01>"%<6%N**0?%5<:%?0*_":%@0*%6?0%0*%65*""%065"*%:396*3)D60*9$%N9%<%*"9D>6,%65"2%6";:":60%;06%@"">%<;2%<66<'5(";6%60%<%1<*63'D><*%'0(1<;2$%%^B0%<%4*"<6%"i6";6,`%9<3:%T<D@(<;,%^0D*"(1>02""9%<*"%("*'";<*3"9,%3;%65"%9";9"%65<6,%3@%20D%?"*"%60%<9_%65"(,%(<;2%0@%65"(%?0D>:%;06:"9'*3)"%65"(9">#"9%<9%?0*_3;4%@0*%<%'0(1<;2$%%B5"2%:"9'*3)"%65"(9">#"9%<9%?0*_3;4%3;%65"3;:D96*2,%<;:%65"2%5<11";":%60%)"%4"663;4%<%1<2'5"'_%@*0(%/0(1<;2%N%65<6%(0;65$%g0D%<9_ 65"(,%fN*";W6%20D%>02<>bW%<;:%65"2%9<2,%fg"<5%d%hW(%65"%(096%>02<>%4D2%(0;"2%'<;%)D2$W`N::3630;<>>2,%65"%3;:D96*2%6";:":%60%)"%#"*2%'2'>3'<>$%%L<>"9%(3456%)"%#"*2%5345%0;"%2"<*65";%:*01%0@@%65"%;"i6$%a5";%9<>"91"01>"%'0D>:%9""%65<6%65"%(<*_"6%?<9%9>0?3;4%:0?;,%<;:%65<665"3*%#<*3<)>"%1<2%d%65"%'0((39930;9%65<6%4";"*<>>2%<''0D;6":%@0*%J.nEF.n%0@%65"3*%606<>'0(1";9<630;%EE%(3456%<>90%40%:0?;,%65"2%?0D>:%>00_%@0*%<%1093630;%<6%<;065"*%:396*3)D60*$%N9<>"91"*90;%?0D>:%6<_"%539%0*%5"*%aE-%6<i%@0*(%60%<%'0(1"6360*,%103;63;4%0D6%65<6%5"%0*%95"%5<:(<:"%jF.Ej].,...%3;%3;'0("%65"%1*"#30D9%2"<*%Y3;:3'<63;4%<%5345%>"#">%0@%9<>"9Z$%%B5"%"(1>02""?0D>:%"i1*"99%<;%3;6"*"96%3;%?0*_3;4%@0*%65"%'0(1<;2,%)*3;43;4%539%0*%5"*%'>09"%'D960("**"><630;95319%60%65"%;"?%'0(1<;2,%3@%65"%(<;<4"*%?0D>:%<4*""%60%<%^4D<*<;6""`%@0*%65"%1"*30:%0@ 63("%36%?0D>:%6<_"%60%6*<;93630;%65"9"%'D960("*9%<;:%)D3>:%<%)<'_>04%<6%65"%;"?%"(1>02"*$Ui1"*3";'":%9<>"9%*"19%6213'<>>2%*"'"3#":%<%4D<*<;6"":%1<2%>"#">%@0*%<;2?5"*"%@*0(%65*""%(0;65960%<%2"<*$^a52%:0%65"%53*3;4%(<;<4"*9%)36"b%h@%20DW#"%406%<%6"*(3;<630;%65*"<6%@*0(%<%(<\0*9D11>3"*,%20DW#"%406%60%4"6%20D*%95<*"%)D3>6%D1%3;%<%5D**2,`%9<3:%T<D@(<;$%
+
%^B5"%0;>2%?<2%60%:065<6%CD3'_>2%39%60%96"<>%'D960("*9%@*0(%<;065"*%:396*3)D60*%?53'5%("<;9%65<6%20D%40%60%?50"#"*%3965"%5345"96%1"*'";6<4"%:396*3)D60*,%<;:%20D%*31%0@@%0;"%0@%65"3*%9<>"91"01>"$%%KD6%5"%0*%95"%39%0;>2%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%%
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This document is authorized for use only in PGP 1st Year - 08162013 - III by Dr Sanyukta Jolly at IILM-IHE fromAugust 2013 to February 2014.

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