Fred Maiorino Case Study Essay
Fred Maiorino began his career at Schering-Plough in 1958 at the age of 28. He had been a successful sales representative till Jim Reed took over the position of General Sales Manager for South Jersey sales district in 1987. In 1988, Fred received his lowest ever performance evaluation of “Good” which was lower than any other sales representatives’ in the district. In fact, Fred’s salary increase at the end of the quarter was less than half of the average of other sales representatives who were at least 20 years younger to him.
When Reed first came to New Jersey sales district, he turned to Fred for help and leadership. He implemented a new performance evaluation measuring system which rated salesmen according to two different …show more content…
Violation of Procedural Justice Reed’s evaluation and spying on Fred resulted in the latter being suspended without pay for two days. This led to an increase in Fred’s feelings of injustice and violation. Additionally, Fred and Reed held different views of the measurement of Fred’s performance at work, flexibility, goal-setting and the purpose of coaching. In fact, Reed’s communication of matching market share goals and what was expected of