Casos para Ensino: Mudanças de Política Salarial na Pierre Alexander Cosméticos: O Dilema de Gerusa

This case tells the real career history of executive Gerusa Maria Milli, who worked for Pierre Alexander Cosmetics (PA) for more than 25 years. With the death of the organization ́s founder and president, in 2004, the company passed through various restructuring, purchasing and selling processes, which almost led to a state of bankruptcy. In November, 2008, after a new purchase, Gerusa needed to decide whether or not to accept a new remuneration package offered by the owners, considerably lower than the salary that she had been receiving before. This teaching case can be used with undergraduate and graduate students in the classroom, based on the themes: Organizational Culture, Career Management (of older workers), personal and organizational values, motivation, interpersonal trust, negotiation, organizational and decision-making processes. Data and information were obtained in July and December, 2012, through semi-structured interviews with PA director Márcio Mansur, sales executive Gerusa Maria Milli and COO Homero Ferreira.