16
AxiomOrganizational Buying Situation∗
BACKGROUND
The case deals with a company AXIOM Limited, which has an HR policy of providing their sales executives (SEs) with motorcycles. They are in the name of the company although issued to the employees, who have to fill the petrol and maintain the vehicle (a fixed conveyance allowance is included in their salary package).
The sales executives are located in the branch offices of the company. The branch manager (BM) is the administrative head of the branch and is in overall charge of the operation including the responsibility for the profitability of the branch. Every branch has an accountant, who is next to the BM in the organizational hierarchy, and is responsible for all accounts-related aspects ...
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