Case 1 The Valley Winery The Valley Winery is an example of management malfunction because some top-managers are promoting unethical behavior and lack of credibility. High sales force turnover is the main problem this company is facing; however‚ high turnovers lead to employee dissatisfaction and unethical behavior. In addition‚ the company is putting on risk many of its relationships with their customers. Pat Waller was recently promoted to sales manager of the San Francisco chain division
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Grape growing : Grapes are the major material for making wine. so assume something happens to the vineyards. it will cause big loss. For example‚ ’’the phylloxera epidemic’’ will make the winery suffer at least five years none of grape supply. Simply put‚ no grape‚ no wine. and no revenue. In addition‚ although Mondavi owns lots of vineyards‚ it still needs to purchase more grapes from other independent growers. This costs a great amount of money. so‚ we think Mondavi is supposed to revise its
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In the case of the Benziger Family Winery‚ is being faced with the decision of whether or not Chris Benziger should invest in an ISO 14000 certification. The answer is yes‚ he should pursue the certification in an attempt to strengthen his knowledge that his company already has about being environmentally friendly. This will strengthen his position on the market as a leader in wine industry. In pursuing the certification‚ he will also educate other growers on the importance of a strong environmental
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Freemark Abbey Winery 1. Assuming Mr. Jaeger chooses to harvest the Riesling grapes before the storm arrives‚ how much money will he make? Harvesting before the storm arrives will bring $2.85 per bottle per case of revenue for the Riesling product. EMV = $2.85 c 12‚000 = $34‚200 2. Assuming Mr. Jaeger chooses to leave the grapes on the vine‚ what is the probability that the grapes will end up with botrytis‚ and how much money will he make if that occurs? EMV Botrytis = 12‚000 x .70
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1. What are the problems facing Pat Waller? The problems facing Pat Waller are the high turnover rate‚ using unsuccessful push strategy‚ and a commission structure that does not reward evenly across all sales levels. Also the unrealistic quotas that are too high creating unethical behavior with the front line sales force. Mangers are hired from one specific group‚ the chain group leading to lack of cross training. Lack of gender diversity is apparent in the different sales areas and most
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Freemark Abbey Winery Group ZZZ 1. Construct the decision tree for William Jaeger. 2. What should he do? Jaeger should choose to harvest later and wait for the storm. If the storm does come but destroys the grapes‚ he can decide whether to bottle wine or not to protect winery’s reputation. In either way‚ he will gain higher revenues from harvesting later than harvesting immediately: EV of “Do not harvest & Bottling”: $39240 EV of “Do not harvest & Not bottling”: $39240-$12000*0.6*0.5=$35640
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personality & your own attitude toward him‚ you also need to consider the negotiation basics‚ strategies‚ & process. You should know them all by heart & you have to be aware of that particular circumstance. It means‚ you need to comprehend the situation & utilize the right strategies. Now‚ after we talk about negotiation‚ we are going to move forward to the concept of effective negotiation. Effective negotiation will happen when the outcome is winning for all including separating the people
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hidden aspects of International Negotiations Nations have faced enormous increase in international negotiations from 20 years ago. In an increasingly globalized world‚ more businesses are trying to go beyond the borders. It is obvious that negotiations preceded all cosmopolitan commercial transactions such as a product sale‚ formation of a joint venture‚ merger or acquisitions of companies‚ or the licensing of the business to or from a foreign firm. Negotiations are unavoidable when an essential
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Jug wine consumption is nearly 38% of case sale but only 13% of the retail sales. The economics of the particular wine‚ the gross margin from the wholesaler and retailer is 41% and 9% compared to 12% from wine producer. Five forces analysis to Winery Industry: Threat of the new entry: Low The wine making industry is a capital intensive business‚ which requires a large amount of investment to get the working capital and acquire of the land‚ especially the land in the better geographic location
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MANAGEMENT REPORT BATNA Basics: Boost Your Power at the Bargaining Table www.pon.harvard.edu Negotiation Management Report #10 $50 (US) Negotiation Editorial Board Board members are leading negotiation faculty‚ researchers‚ and consultants affiliated with the Program on Negotiation at Harvard Law School. Max H. Bazerman Harvard Business School Iris Bohnet Kennedy School of Government‚ Harvard University Robert C. Bordone Harvard Law School John S. Hammond John S. Hammond & Associates
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