Wendy Peterson was freshly elevated to Vice President of Sales at the Plano, Texas, office of AccountBack, an accounting software and services corporation. To penetrate an apparent market niche, Peterson hires Fred (Xing) Wu, whose acquaintance with and access to Chinese business leaders in Plano is expensive. Wu was born and raised in China, partly instructed in the U.S., and immigrated to the U.S. in 2005. Within 12 months, he had signed his regional team's biggest customer, but Peterson has reservations about Wu's performance and is not easy about their working relationship.
Wu has requested an assistant, unprecedented within AccountBack’s level organizational structure. Peterson sees her own profession, in addition to the request unreasonable, but in answering she must consider the consequences her selection will have on the rest of her sales team. This case is perfect for lessons on handling performance, managing conflict, direction, cross cultural differences, conflict and dialogue, employee development, and performance evaluation.
PUBLICATION DATE: June 10, 2013 PRODUCT #: 913560-PDF-ENG
Wendy Peterson Case Study Solution
This is just an excerpt. This case is about ORGANIZATIONAL DEVELOPMENT
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