Leadership and People Management

Field Italia, S.p.A (A)

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A new regional manager in the telecommunications sector has to take a decision about a former technician who became a salesman who, according to the previous manager, should be fired. Abstract B: This case explains what the regional manager did to integrate him into the sales team. caso basado en caso "Field Iberia" de los mismos autores FH-540.
Bibliographic citation: Chinchilla, Nuria; Ribera, Alberto, "Field Italia, S.p.A (A)", IESE, DPO-434-E, 06/2018
Date: 11/06/2018
Author(s): Chinchilla, Nuria; Ribera, Alberto
Document type: Case
Department: Managing People in Organizations
Sector: Telecommunications (Telephone, TV, Cable...)
Languages: English
Geographic area: Italy

Learning objective Case study