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Case 16-1: “Lorrie Foods Inc.: Designing an Evaluation System,” page 480
During each week, you will be required to review a case in the textbook applicable to the learning for concepts applied during the unit. Case studies cross many disciplines within the organization and are a snapshot of one’s ability to apply concepts and theories to real-life situations. You will be evaluating using a predetermined case analysis format as noted below.
Utilization of outside resources and appropriate use of concepts is expected through the body of the analysis. This case analysis is not simply your opinion; it is based upon solid concepts and theories. You are advised to find ways to integrate sales force management concepts, applicable theories from the textbook, and outside resources in your analysis. Sales force management principles should be the underlying foundation for your evaluation and analysis of the case. It is not acceptable simply to state your opinion; it is critical that your opinion be supported by theories and concepts and that the body of your work provides substantial citations and references to those theories.
• Cases should be no less than 5 pages plus a cover page and a reference page
• Appropriate application of APA formatting is required
Cases develop a manager’s analytical skills because the results are quantitative and qualitative in nature and offer a tool to support recommendations and decisions. Case studies are also beneficial in teaching you how to ask the right question(s). Case studies place you in a hypothetical consultant position, requiring you to weigh the facts and options to provide critical recommendations. As the consultant, you are to remain objective and refrain from making subjective claims. Opinions should be supported using concepts and terms from your textbook and other research. When you use outside research, always include in your paper appropriate citations where applicable and provide that source as a reference at the end of the paper.
A case study will have three common traits: 1) A case study deals with real companies and situations, 2) seldom has a solution, and 3) contains ample data. Your task as a consultant will be to review the respective information and data, locate the relevant information, arrange it in a practical and sequential order, and arrive at a solution or recommendation. You must remain objective throughout this process.
Since this is a formal analysis, you are to write in a style that reflects formal, collegiate-level work. This will include an objective perspective, 3rd person voice, and lack of contractions/slang expressions. Any references should contain appropriate citations applying the APA format. There are many ways to look at a single case study. First, look for questions that need to be answered. Look for issues, constraints, potential problems, and what needs to be changed in order to strengthen the company, create growth, or increase profits. There are numerous ways to organize and write a case study. Minimally, a case study should include a “Statement of the problem,” “a Summary of the Facts,” “Analysis,” and “Recommendation(s).” Many times a category may be further sub-divided, such as the additions of internal or external conditions, problems, or solutions.
Use the following outline to complete the Case Analysis Assignments in our class.
1. Statement of the Problem(s): State in a few sentences the problem that exists within the case study. There may be multiple problems. Always keep your audience (a Board of Directors who may have hired you) in mind while formulating the problem statement; they may have opposing views on the situation. Note that some cases do not have a recognizable “problem.” In these cases you may be asked to state what decisions you would make for the future of the company.
2. Summary of the Facts: Briefly, sum up the facts in the case. This may include pertinent history or background information, industry trends, or other relevant data.
3. Analysis: Analysis is often the most difficult portion of the case to write and should be completed before any attempt to develop recommendations. The tools associated with analysis are comparison, contrast, and synthesis. Comparison is looking for and then finding similarities among other elements being analyzed. Contrast is looking for and finding differences between elements. Synthesis is integrating the information
and formulating a consistent interpretation of the case. Other tools include performing an Environmental Scan, a SWOT analysis, or simply listing pros and cons to several key alternatives.
4. Recommendations: This section provides direction. Based on the information and analysis, state your recommendations. This is your “argument.” Using the information of the case and the analysis, you “argue” that certain steps should or should not be taken. Your audience must be able to understand the reasons for your recommendations. These recommendations should not be summative in nature, but specific. It is not appropriate from a consultant position to simply suggest “more research” unless you define who, what, where, how, and why; nor, should you
recommend hiring a consultant. Essentially, you are the hired consultant. Tell the
“audience” how to fix the problem(s) and why your solution will work.
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5. Conclusion: This section is for any concluding remarks that may be necessary. Not all case studies need this section because concluding remarks may have been made in the recommendation section.
Resources for proper use of APA Style:

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