Performance Management Case Study: Pharma Co. and Disney

This case study analyzes performance management within two different contexts: a pharmaceutical company (Pharma Co.) and Disney Consumer Products/Studios. The Pharma Co. case focuses on differentiating task and contextual performance for a District Business Manager, examining key performance indicators (KPIs) related to sales, customer engagement, and adaptability. It explores the impact of counterproductive behaviors and emphasizes the importance of an innovative culture. The second part of the case study examines a purchasing and procurement internship at Disney, outlining accountabilities, objectives, and standards for the role. The candidate is expected to provide analytical support, develop pricing models, increase spend influence, and contribute to purchasing strategies. The case study highlights the importance of analytical skills, communication, and independent work in achieving the objectives.

Running Head: PERFORMANCE MANAGEMENT
Performance Management
Name of Student
Name of University
Author’s Note:

1
PERFORMANCE MANAGEMENT
Table of Contents
Case Study 4................................................................................................................................3
a) Task:..................................................................................................................................3
b) Contextual:........................................................................................................................3
c) Counterproductive:............................................................................................................3
d) Adaptive:...........................................................................................................................4
Case Study 5................................................................................................................................4
Accountabilities:......................................................................................................................4
Objectives:...............................................................................................................................4
Standards:................................................................................................................................5
References:..............................................................................................................................6

2
PERFORMANCE MANAGEMENT
Case Study 4
a) Task:
Key Performance Indicators (KPI) for a District Sales Manager of Pharma Co. in terms of the
tasks to be performed, would include sales volume by location, flow of leads, competitor pricing,
existing customer engagement and retention, acquisition rates of physicians and medical
professionals, customer satisfaction, success rate of executed business plan (April, 2019). The
overall rate of sales against the projected target is also indicative of a manager’s performance in
the task of business.
b) Contextual:
The contextual KPIs of a sales manager of Pharma Co. depends on the context that is being
referred. From the context of employees it may be employee satisfaction and feedback. From the
context of suppliers, it may be demand rates and negotiable price rates of supplies. From the
context of shareholders it can be the rates of profit generated that determines the dividend per
share
c) Counterproductive:
Counter productivity in a business is a common risk, which is caused when certain factors lead to
the loss of business objectives. The KPIs that determine productivity are similar to the ones that
measure productivity such as sales volume and customer engagement and retention. One of the
prime causes of counter productivity is employee dissatisfaction (Tyson, 2016), which is
measured by employee satisfaction and feedback.

3
PERFORMANCE MANAGEMENT
d) Adaptive:
Adaptivity of a pharmaceutical sales manager can be measured by KPIs such as innovation
culture program, availability of the latest drugs and modern medical equipment, and change
program reports (Mack, 2019).
Case Study 5
Accountabilities: The candidate selected for the position will be accountable for developing new
models and approaches to pricing and selling of product and services, which can generate
business advantage. Interns will be responsible for providing analytical support to projects that
impact the business of Disney’s consumer products. They are also responsible for improving the
rate of influencing sales, especially in the units which have had minor impact of spend influence.
They must help to advance new savings opportunities for existing projects and develop lists of
important stakeholders as well as a general Purchasing and Procurement strategy, required for
partnering with business units. All responsibilities should be executed keeping Disney Consumer
Products and Studios as the prime target.
Objectives: The objectives of this position include improving the positive impacts furthering the
growth of the business by performing detailed analysis and study of the projects impacting the
business (SearchStorage, 2019). Interns must also aim to further the creative and business
advantage of the company by developing new models and approaches to marketing. Revenue
enhancement by suggesting additional savings opportunities and developing key stakeholder lists
is another important objective. Improving the sales, especially in the sectors where the impact of

4
PERFORMANCE MANAGEMENT
influenced sales has been low. Promote partnering with business units through the development
of an effective purchasing and procurement strategy.
Standards: To qualify for this position, candidates must adhere to certain standards. They must
possess superior analytical skills, using which they can identify critical aspects of a business
situation and rearticulate them. They should be able to understand the concept of various
business issues and develop a hypothesis based on the responses. Candidates should possess
strong verbal and written communication skills and multitasking abilities. They must be self-
sufficient, independent workers, having superior modelling skills on Microsoft Excel.

5
PERFORMANCE MANAGEMENT
References:
SearchStorage. (2019). What is a business impact analysis (BIA)? Definition from WhatIs.com.
Retrieved 4 September 2019, from https://searchstorage.techtarget.com/definition/business-
impact-analysis
April, R. (2019). 10 KPIs Every Sales Manager Should Measure in 2019. Retrieved 4 September
2019, from https://blog.hubspot.com/sales/kpis-every-field-sales-leader-should-be-measuring
Tyson, L. (2016). Defining KPIs: How to Choose Metrics That Inspire Action | Geckoboard.
Retrieved 4 September 2019, from https://www.geckoboard.com/blog/defining-kpis-how-to-
choose-metrics-that-inspire-action/
Mack, S. (2019). The Impact of Counterproductive Behavior in Organizations. Retrieved 4
September 2019, from https://smallbusiness.chron.com/impact-counterproductive-behavior-
organizations-25481.html