Publications
Publications
- November 2003 (Revised March 2008)
- HBS Case Collection
Caja España: Managing the Branches to Sell (A)
By: Francisco de Asis Martinez-Jerez and Rosario de Albornoz
Abstract
Juan Luis Rojas, commercial planning manager of a Caja de Ahorros (savings bank), faces the challenge of motivating the branches to sell more long-term mortgages and ponders whether to use transfer prices to achieve his objective.
Keywords
Business Divisions; Banks and Banking; Resource Allocation; Organizational Design; Performance Improvement; Sales; Motivation and Incentives; Banking Industry
Citation
Martinez-Jerez, Francisco de Asis, and Rosario de Albornoz. "Caja España: Managing the Branches to Sell (A)." Harvard Business School Case 104-044, November 2003. (Revised March 2008.)