Case Study Analysis: Jess Westerly at Kauflauf GmbH
Case Study Analysis: Jess Westerly at Kauflauf GmbH
Geethanjali Ramesh
Northeastern University
Date: 03- 13-2016
CMN 6000: Introduction to Organizational Communication
Summary
Jess Westerly is the assistant product owner of CRM applications for computer and office supply wholesalers and retailers at Kauflauf. It is a fast-growing provider of subscription enterprise software headquartered in Heidelberg, Germany. Being new and outsider Westerly tries to implement a change in sales call patterns and failed. She introduced and explained the changes to the sales department through a memo that outlined her directive and explained the reasons behind it. Field consultants (FC) immediately offended and complained about the infringement on their decisions about how to spend their time and the insensitivity to the relationship-oriented nature of developing business. Three months later, however no discernible changes occurred in call patterns. Westerly felt that her efforts had amounted to failure and feeble attempt at change had cost her heavily in terms of credibility within the organization and with Regional sales directors (RSD) and filed consultants (FC) in particular. Then she revisited, analyzed and developed a robust proposal and presented it to key senior managers and is given three weeks to come up with a comprehensive plan. If the plan is acceptable, she will be asked to implement it (Gabarro & Kaftan, 2012).
Introduction
Westerly failed at her 1st attempt to change sales call patterns, because of her lack of understanding of Kauflauf’s organizational culture and communication networks. All these can be rectified in future attempt by relationship building, communicating the vision, and using rich media to share message.
Analysis
After considering information regarding Westerly’s training, problems, goals and concerns, I recognize that the problem is tightly connected with the concept of implementing a change. I think that Westerly’s assimilation
Case Study Analysis: Jess Westerly at Kauflauf GmbH
Geethanjali Ramesh
Northeastern University
Date: 03- 13-2016
CMN 6000: Introduction to Organizational Communication
Summary
Jess Westerly is the assistant product owner of CRM applications for computer and office supply wholesalers and retailers at Kauflauf. It is a fast-growing provider of subscription enterprise software headquartered in Heidelberg, Germany. Being new and outsider Westerly tries to implement a change in sales call patterns and failed. She introduced and explained the changes to the sales department through a memo that outlined her directive and explained the reasons behind it. Field consultants (FC) immediately offended and complained about the infringement on their decisions about how to spend their time and the insensitivity to the relationship-oriented nature of developing business. Three months later, however no discernible changes occurred in call patterns. Westerly felt that her efforts had amounted to failure and feeble attempt at change had cost her heavily in terms of credibility within the organization and with Regional sales directors (RSD) and filed consultants (FC) in particular. Then she revisited, analyzed and developed a robust proposal and presented it to key senior managers and is given three weeks to come up with a comprehensive plan. If the plan is acceptable, she will be asked to implement it (Gabarro & Kaftan, 2012).
Introduction
Westerly failed at her 1st attempt to change sales call patterns, because of her lack of understanding of Kauflauf’s organizational culture and communication networks. All these can be rectified in future attempt by relationship building, communicating the vision, and using rich media to share message.
Analysis
After considering information regarding Westerly’s training, problems, goals and concerns, I recognize that the problem is tightly connected with the concept of implementing a change. I think that Westerly’s assimilation