Case | HBS Case Collection | February 1980 (Revised June 1984)

Quaker Steel and Alloy Corp.

by John J. Gabarro

Abstract

Lower middle-level manager is faced with the need to bring about a change in the call patterns of the sales force selling her product. Based on an earlier case by P.R. Lawrence.

Keywords: Change; Managerial Roles; Organizational Culture; Salesforce Management; Steel Industry;

Citation:

Gabarro, John J. "Quaker Steel and Alloy Corp." Harvard Business School Case 480-063, February 1980. (Revised June 1984.)