MNG82210 Organizational Behaviour: Change Management Case Study

This case study examines Forexta's attempt to integrate Salesforce to improve sales processes and client management. Jacob Blue, the sales head, faces resistance from employees who are either unfamiliar with the technology or skeptical of its value. The case details issues such as data entry errors, missing client information, and general reluctance to shift from traditional methods. Jacob seeks advice from Salesforce and implements changes to the software's settings, but the transition remains slow. The case concludes with Jacob pondering further steps to ensure successful technology adoption and achieve the organization's growth targets, and includes questions and example answers about managing change effectively and factors that lead to failure of change implementation in organizations. Desklib provides access to similar case studies and resources for students.