David Chen at PT Ijutsu

Francisco L. Roman
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Francisco L. Roman: Asian Institute of Management, Philippines

Asian Case Research Journal (ACRJ), 2017, vol. 21, issue 01, 1-35

Abstract: David Chen moved from Ijutsu Philippines to Indonesia more than three years ago to turn around an ailing pharmaceutical organization, PT Ijutsu Indonesia (PTII). As President and Director, he played a crucial role in the successful transformation of the company, particularly in setting and meeting annual growth targets. The most pressing problem Chen faced at the time was internal resistance to change. Facing the problem meant focusing on the company’s marketing and selling organization and practices, such as heavy price discounting, and on professionalizing the team. He also addressed organizational and human resource development issues as part of a review of the PTII strategy. Encouraged by his success, the head office required him to meet even more ambitious targets in the future.

Date: 2017
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DOI: 10.1142/S0218927517500018

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