BUAD 304 Chapter Notes - Chapter 6: Force-Field Analysis

• School: USC
• Department: Business Administration
• Course: BUAD 304
• Professor: Chris Bresnahan

Document Summary

The case facts (brief summary; 2-4 sentences of what"s happening and who"s involved): Jess westerly is the assistant product owner at kauflauf gmbh, responsible for coming up with new ways to optimize production and profitability within the company. Tim roeder specifically to achieve greater sales and networking within the global crm subscription software market. The issues/potential main problem (main issues in ob terms related to the module): The first time she tried to implement this new strategy, westerly failed to recognize the driving and restraining forces within the company itself and what the strategy would create. By decreasing the amount of class 6 companies, she would be decreasing the relationship. Kauflauf has with their clients, thus decreasing intrinsic motivations. However, by decreasing the amount of class 6 companies and increasing the amount of class 1-3 companies, kauflauf. Gmbh will significantly increase overall annual sales volume.