Retailmax: "role for Cam Archer and Regan Kessel

RetailMax: "Role for Cam Archer and Regan Kessel"

Sabrina Brown

Professor Lahargoue

Grand Canyon University: LDR-610

March 13, 2013

RetailMax: "Role for Cam Archer and Regan Kessel"

What is RetailMax? RetailMax, Inc. is a young Boston- based company that provides merchandise, optimization software, and assistance with tasks such as; preseason planning inventory management, product pricing, and forecasting customer demands to major retailers. RetailMax was founded in 1984 as a consulting company and transitioned to a software company in 1998. Like many other software companies, RetailMax was forced to downsize in areas that were not directly involved with making or selling software, however since hiring Todd Elman as the new CEO, the company bounced back and were able to hire more than 100 employees to work (2006).

Who is Cam Archer? Cam Archer started working at RetailMax within a business development capacity where she managed strategic alliances and partnerships after just graduating with her MBA from a leading business school. In the position Cam was in, she has a very good reputation from both internally and by her customers that she is very smart, diligent, and valuable individual (2006). However, after years of being in a sales position Cam decided to start exploring other options at RetailMax where he can stay with the company but change to another position with less or no traveling required.

Who is Regan Kessel? Regan is the Vice President of Product Management and Marketing (PMM) for RetailMax, Inc., Regan has 20 years of experience working in the industry. Regan founded his own retail supply chain software company, which was sold to IBM in 1996. Since then has developed product and marketing strategies for numerous supply chain companies, and recently worked with a Dallas-Based company commuting to Texas from home base to Boston. Todd approached Regan to come aboard with RetailMax and he did accept the offer.

Who has the greatest potential power and why? Between Vince Mangini, the Vice President of Professional Services (PS) and Regan Kessel, the Vice President of Product Management and Marketing (PMM), Regan Kessel has the greater potential power. Why? Because if one sit back and take a hard look at what each has to offer Cam, Vince only has to offer more money verses Regan, he has much more to offer Cam. Vince not only offers a good salary, but room for growth if Cam ever decides to move up the ladder. Vince offers less or no traveling which what Cam was originally looking for and her purpose of wanting to find another position. Also, Cam is able to report to Vince directly other than having to report to an individual over her first, then to Vince.

In comparing who portrays what type of power, Cam portrays Personal and Expert power which comes from her experiences, skills, and or knowledge. Cam not only gained experience in particular areas, but she became known as leader material in certain areas because of how effective she was when making sells. Therefore, over time she began to portray having expert power in which can be utilized to get others to help meet certain goals as well. Regan portrays to have Referent Power. Regan does not come off as a person that you can trust, but being that he took the time off to research a fair salary for Cam not only based on her education but her experience as well seems as if he is an individual one can certainly trust and know you are going to be treated fairly. Vince portrays Formal and Coercive Power. Vince knew Cam wanted to obtain a position in which does not require little are no traveling. However, he insisted on making her an offer by using dollar figures. Vince also made smart comments to Cam such as; "If you try to sit on two chairs at one time, you are going to end up on the floor". This comment does not allow Cam to make the right decision based on what she feels is best for her; this comment is saying look you know you cannot do both jobs at one time so you need

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