Case Study Four

Aryanne Oade
Additional contact information
Aryanne Oade: Oade Associates Limited

Chapter Chapter 9 in Managing Politics at Work, 2009, pp 121-129 from Palgrave Macmillan

Abstract: Abstract This case study is set in an advertising company in Milan, Italy. Two salespeople, Achille and Caterina, have just won a large account for their company. The account is with a new entrant into the lucrative washing powder market, and Achille and Caterina are delighted with their success and the sales bonuses they now stand to make. They worked hard for many months to come out on top in the tender process. During their formal and informal presentations to their client’s Board members they demonstrated imagination, attention to detail and, crucially, told their clients that work will start on their account immediately should they win the bid process.

Keywords: Business Development; Account Opening; Personal Power; Reputational Risk; False Promise (search for similar items in EconPapers)
Date: 2009
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-23959-3_9

Ordering information: This item can be ordered from
http://www.palgrave.com/9780230239593

DOI: 10.1057/9780230239593_9

Access Statistics for this chapter

More chapters in Palgrave Macmillan Books from Palgrave Macmillan
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().