Author Profile
Ranson, Alexandra
I.M.A.G.E. International (SPANISH)
Newton, Derek A. Spekman, Robert E. Ranson, Alexandra
M-0958 | Published July 11, 2019 | 5 pages Case
Collection: Darden School of Business
This is a Spanish translation of the February 28, 2019, version of UVA-M-0417. This case furthers student understanding of and familiarity with nonfinancial incentives. It describes major elements tha... Read More
Battlefield Furniture Group, Inc.
Spekman, Robert E. Newton, Derek A. Ranson, Alexandra
M-0431 | Published November 02, 1993 | 9 pages Case
Collection: Darden School of Business
This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement a major shift in marketing strategy. Studen... Read More
Madison Fiber Corporation
Spekman, Robert E. Newton, Derek A. Ranson, Alexandra
M-0425 | Published October 28, 1993 | 10 pages Case
Collection: Darden School of Business
This case offers students an opportunity to examine a variety of issues concerning compensation that include: How much to pay? What kind of compensation plan to use? How much of the management task ca... Read More
James R. Steiner
Spekman, Robert E. Newton, Derek A. Ranson, Alexandra
M-0419 | Published October 13, 1993 Case
Collection: Darden School of Business
A medical supplies sales representative discusses how to identify potential managers and what he considers to be an organization's responsibility for developing its people. This interview offers stude... Read More
I.M.A.G.E. International
Newton, Derek A. Spekman, Robert E. Ranson, Alexandra
M-0417 | Published October 12, 1993 | 4 pages Case
Collection: Darden School of Business
This case furthers student understanding of and familiarity with nonfinancial incentives. It describes major elements that go into making a high-performance salesforce; the practices, policies, and ph... Read More