Mgmt591 Project Proposal

In: Business and Management

Submitted By Freesecc
Words 1345
Pages 6
How can Perceptions and Attributions
Of Certain Roles in the Organization Be Controlled Within Organizational Change?
Christine Freese
4020 Derby Drive, Cumming, GA 30040 cfreese@ariba.com 770-402-6287
MGMT591- Leadership and Organizational Behavior
Joseph Walkowicz
September 29, 2013

* Introduction a) The organization discussed in this research paper is Ariba, Inc (an SAP Company). Ariba is a software and information technology services company located in Sunnyvale, California. It was acquired by German software maker SAP AG in 2012. Ariba provides "Spend Management solutions" which help companies "analyze, understand, and manage their corporate spending to achieve cost savings and business process efficiency." Currently, 94 of the Fortune 100 and more than 200,000 other companies use Ariba's SaaS (Software as a Service) solutions to manage their spend and commerce activities. (Ariba, 2013) b) The role of the researcher is Senior Director of Global Commercial Operations for the Sales Organization. She manages the following teams; Requests for Proposals, Deal Pricing, Deal Bookings, Non Corporate Compensation, Commissions and overall Sales Operations. For the purposes of this paper her role will be related to the Account Executives (Sales people). Specifically in the area of recruiting and retention. c) Prior to the acquisition, Ariba was a 3,000 employee company with approximately 100 Account Executives worldwide. The main objective of the Account Executive was to “Big Game Hunt”, meaning they were to find the customer, sell the product and negotiate the sale. Upon acquisition by SAP, we became 3,000 of 65,000 employees and part of a German based company. Approximately 20,000 of these employees would be considered Account Executives. Unfortunately this has changed the entire structure of the Sales organization. Those…...

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