Management and Organisational Behaviour Assignment 2024: Sales Force Bonus Structure Case Study

This document is a 2024 academic assignment for the course Management and Organisational Behaviour, authored by Szymon Fudala. It focuses on a case study of Drug Sales Ltd., a company providing outsourced sales teams for pharmaceutical firms in Ireland. The main issue analyzed is the sales force bonus structure, which requires optimization to better align incentives with client objectives, ensure fairness among representatives, and maintain budget constraints. The report systematically evaluates various organisational aspects, including motivation, management and leadership styles, group effectiveness, organisational structure, corporate responsibility and ethics, organisational culture, and change management. Based on established management theories, it proposes concrete solutions aimed at improving company performance in response to internal challenges and a dynamic market environment.