Attached is the case study. Create a PowerPoint Presentation. The final product will be no
longer than 15 slides including the title page and reference page. You
will use the note section of the PowerPoint to discuss, explain and
support the reasoning and conclusions for the information presented in
each slide. The expectation is that each slide presented is more than a few
sentences and contains in-text citations within the slide. Explanation
of the slide ideas should be in the note section. The analysis should
support the ideas presented on the slides. In the presentation, you will:Identify the advantages and disadvantages of individual
decision-making. Then, discuss how the advantages and disadvantages
apply to the case scenario;Identify the advantages and disadvantages of group decision-making.
Then, discuss how the advantages and disadvantages apply to the case
scenario;Identify the biases and explain how bias entered into Stephanies decision-making;Discuss the risk and uncertainty associated with Stephanie making the decision individually rather than waiting for the group;Provide a clear and concise answer to the assignment question Was Stephanie right in making the decision on her own and not waiting for the team? Explain with no fewer than three reasons supported with the course material why the conclusion drawn is the best answer.Once you have discussed the answer to the assignment question, Was
Stephanie right in making the decision on her own and not waiting for
the team,? discuss the reasoning for not selecting the other choice.
(For example, if you stated that Stephanie was right in making the
decision individually, then explain why not waiting to make the group
decision was the wrong choice).
Unformatted Attachment Preview
Stephanie Swanson is the top salesperson for Jiffy Paper Company. She also leads the sales
team that supports Jiffys largest client, Acme Office Supplies. Acme is an international office
supply chain that is growing rapidly. During the month of May, Stephanie and her team
members, Andy Monday and Stevie Nicks, underwent intense negotiations with Acmes
purchasing agent, John Sly and Acmes CEO, to restructure the current sales contracts.
The new contract spelled out Acmes yearly paper requirements (contracted sales amounts) as
well as payment and credit terms. The negotiations had been particularly hard for several
Acmes sales had increased internationally causing shipping and custom duties to
increase the cost to Jiffy that resulted in an increase in sales price to Acme;
The volume of sales directed to Acme required Jiffy to offer a volume sales discount to
remain competitive with other paper companies;
Acme wanted a longer time to pay on the purchases. Acme wanted 60 days to pay on
orders invoiced rather than the current 30 days;
Acme also wanted Jiffy to extend its current credit line from $850,000 to $1,250,000;
Jiffys CEO was reluctant to tie so much of its cash flow to the success of Acme. The
concern was raised because in the last six months, Acme was paying down the credit line
every 60 days rather than 30 days that was agreed upon in the current contract. Acme
did not appear to have credit issues but Jiffy was not in a position to give interest free
loans for 60 days.
This week, in time for the Memorial Day holiday vacation the final agreement was reached
between Jiffy and Acme. Acme would contract to purchase $1,750,000 of paper products from
Jiffy. Invoice payment terms was 45 days, with a 3% interest on invoices paid later than 45
days. The credit limit was extended to $1,000,000. Stephanie was not completely happy with the
contract, as she felt Jiffy was not protected from cash flow damage should Acme not pay timely,
not to mention the large line of credit. Still, the parties agreed, including her boss who was
skeptical for the same reason as Stephanie. The parties were due to sign the contract on Tuesday
after the Memorial Day holiday.
On Friday evening, Stephanie was packing her belongings readying to leave the office for the
Memorial Day holiday, when her cell phone pings. The caller is John Sly, the Purchasing Agent
for Acme. It appeared that a recent deal on Acmes end with UMUC tripled its need for copy
paper from Jiffy. This deal would raise the total contract sales to $2.5 million. Sly makes it
clear that he wants to change the credit limit from $1 million to $1.5 million and to extend the
payment terms from 45 days to 50 days. Acme would not pay interest on late invoices until after
60 days. Sly also makes it clear to Stephanie that if the new terms were not agreed on by the end
of Friday evening, he is prepared to look at an offer supplied to him by Acmes biggest
competitor, King Paper. Sly further states that while Acme is pleased with Jiffys work, money is
always the most important factor in purchasing. Acmes President wants an immediate answer
so he can go on vacation with a clear mind. Stephanie is aware that most of Johns talk is a
negotiating technique but does not doubt that there is competition waiting in the
background. Images of last months teamwork run through Stephanies mind as she listens to
Stephanie winced at the memory of her teammate Mondays constant posturing in front of Sly
and the Acmes CEO. She had hoped to be able to pick her own team when she was promoted to
leader but that was not to be. Andy Monday is a problem on this team. All month long, he
challenged her ideas in front of Acmes CEO. Stephanie knows that she was promoted over
Monday because her sales record was 20% higher than his was and she could close a deal better
than he could. Monday resents her promotion and reminds Stephanie, as often as possible, that
he brought in the Acme account and that he and Acmes CEO have a great relationship. They
play golf together and often go to dinner together with their wives. Stephanie thinks Monday is a
good salesperson, but believes he should not be on this team. The tension is at times very thick
especially during the negotiations this month. Monday seemed to want to give away the store.
Unfortunately, Stevie Nicks seemed to be sitting on the fence when it came to the
negotiations. Stephanie had expected that Stevie would support her negotiation position with the
client rather than Mondays because it protected Jiffy. Since Stevie was the niece of Jiffys
owner and CEO, Stephanie believed she should be supportive of protecting the companys
money. Still, Stevie was the one who came up with the idea of paying interest on the late
invoices. It just seemed to Stephanie that one day Stevie was agreeing with Monday and on
another day with her. Stephanie supposed that it was Stevies new position at the company that
made her want to please everyone including Monday. Stephanie believed that pleasing people is
a nice gesture but does not add to the efficiency of the teams decision-making. Stephanie
believed that Stevie w be looking for the general thoughts of the group so she could appear to
agree with the group.
Overall, the months negotiation process had been long and difficult. The thought of going over
it all again to make the changes seemed mind-numbing to Stephanie. Yet, making the decision
on her own would mean obligating the company to an even greater cash flow commitment. Her
boss would not be happy with this obligation because he specifically warned her when they
started that there was nothing to prevent Acme from continuing to pay its bills every 60 days
despite the new contract agreement. Stephanie rationalized and thought to herself, Acme
knows we are not likely to cut them off easily. They are too big a customer to us. However, the
extra sales volume should offset the lost interest due for ten days on late invoices,
Stephanie told Sly that he could tell the CEO that she would agree to the terms. When Stephanie
hung up the phone, she said aloud to nobody in particular, I supposed I should have consulted
the group but it was worth the risk of not having to make another team decision.
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