Blue Monday Case Study
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This case wos prepored by Di.stingrishecl Prc.fbssor o.f ' Clttbal Resprsn,sible Lcuclership Henri-Claude de Bettignies at CEIBS and Research Studies Manager Charlotte Butler at the Euro-Asia Centre-IIr{SEAD.This case was inspired by a paper written by Chuck Jiang and Matthew Xue for a course taught by Professor H.C. de Bettignies. The case wos prepared as the basisfor class discussion rather than to illustrate either ffictive or inffictive handling of an adm inistrative situs tion. Copyright @ 2009 by CEIBS (China Europe International BusinessSchool) and II,{SEAD. part }Vo of this publication may be reproduced,stored in a retrieval systern,or transmitted in any form or by any means-electronic, mechanical, photocopying, recording or otherwise-without the permission of CEIBS. is by TheCEIBS Case Centre sponsored McKinsey Company. &
Distributed by ecch, UK and USA www.ecch.com North America t +1 781 239 5884 Rest of the world t +44 (0)1234750903
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BlueMonday
cc-409-024
Blue Monday
Anita Li For Anita L| senior sales rep for the Chinesesubsidiaryof PharmacylInc., a multinationalpharmaceutical company,it was the start of yet anotherblue Monday. quarterrunningshehad not achieved salesquota.As sheparked For the second her headquarters, thoughtabouthow shecouldexplain she her car in the yardat company her failure at the salesreview meetingtaking place that
tt 'Y*tio-u# [ {c {L J.rr,1,r -L\rrr
IF{SIiAD
The Business$chool for the World
BUSIN€59SCH@L CHINA EUR0PEINTERNATIONAL
( rrt rft$rn ril 'i*
cc-409-024
Blue Mondav
@o o()
N e
.E
sT h+
13 () e c0
oP 8 > 9€)
*
'On go f,e
Ef =
< o;
A d
>.cy d C:d) a*6
9..=N
l^
O)
co5 H >J h -trc)
E*E
eeE
€-.-c
3 'iE
> k; ,Y * '=
-E6 O Xn aJl ^ ':i=
g >E
(f) Q)
tu) l
This case wos prepored by Di.stingrishecl Prc.fbssor o.f ' Clttbal Resprsn,sible Lcuclership Henri-Claude de Bettignies at CEIBS and Research Studies Manager Charlotte Butler at the Euro-Asia Centre-IIr{SEAD.This case was inspired by a paper written by Chuck Jiang and Matthew Xue for a course taught by Professor H.C. de Bettignies. The case wos prepared as the basisfor class discussion rather than to illustrate either ffictive or inffictive handling of an adm inistrative situs tion. Copyright @ 2009 by CEIBS (China Europe International BusinessSchool) and II,{SEAD. part }Vo of this publication may be reproduced,stored in a retrieval systern,or transmitted in any form or by any means-electronic, mechanical, photocopying, recording or otherwise-without the permission of CEIBS. is by TheCEIBS Case Centre sponsored McKinsey Company. &
Distributed by ecch, UK and USA www.ecch.com North America t +1 781 239 5884 Rest of the world t +44 (0)1234750903
Gfttr
-
the
CaSe fOf lgafninq
J
Alrrishrsrese,ved
P n n t e di n U K a n d U S A
f +r78r 23es88s e ecchusa@ecch.com
f +44(0)12347sil2s e ecch@ecch.com
710-030-1
BlueMonday
cc-409-024
Blue Monday
Anita Li For Anita L| senior sales rep for the Chinesesubsidiaryof PharmacylInc., a multinationalpharmaceutical company,it was the start of yet anotherblue Monday. quarterrunningshehad not achieved salesquota.As sheparked For the second her headquarters, thoughtabouthow shecouldexplain she her car in the yardat company her failure at the salesreview meetingtaking place that