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Making the Team: A Guide for Managers by Leigh L. Thompson

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Chapter 12. Teamwork via Information Technology: Challenges and Opportunities

“The VeriFone sales rep knew his big sale of the quarter was unraveling when he left the offices of an Athens bank at 4:30 P.M. A competitor had raised doubts about whether VeriFone could deliver a new payment-service technology, one that had not been used extensively in Greece. In fact, VeriFone was the main supplier of that technology in the United States and many other countries, with more than half a million installations and many satisfied customers. But the rep didn't have any particulars about those users to be able to make a rebuttal. He scouted out the nearest phone and hooked up his laptop to it. Then he sent an S.O.S. e-mail to all VeriFone sales, marketing, ...

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