1. Behaviour Management Control Seminar questions about the case Axeon N.V. Group A7 Alexandre T. Abreu Rafael Almeida

2. What do you feel about the initial analysis? Was there, in your opinion, anything wrong with it? Good overall  20% IRR  Consistent numbers Problems  Single faced approach  Too optimistic  No general view

3. Is construction of the new factory in the UK in the best interest of Axeon? UK choice  Filial motivation  Future growth  Higher risks Netherlands choice  Lower costs  Less risk  Main company interest

4. Why did Mr van Leuven behave as he did? Not prepared for the meeting  False expectations  Lose face  Protection Impacts  Trust  Authority

5. Discuss what transfer price should be established if AR-42 is supplied from the Netherlands to the UK. Market price Dual-rate Marginal plus lump- sum Marginal cost Negotiated transfer Full cost  Plus a mark-up

6. What is Axeon's corporate strategy? Decentralization  Better market knowledge Empowerment  Incentives new ventures and market opportunities Rewards

7. What do you believe to be the critical success factors in Axeon? Empowerment Motivation Market knowledge Strategy

8. What do you believe are the key recurring activities in Axeon? Internationalization  Allow subsidiaries to decide in accordance to their market Individuality  Subsidiaries had a controlled freewill Bonus plan

9. Discuss Axeon in terms of its centralization / decentralization. Centralization  Control  Homeland profit  Cultural emphasis Decentralization  Motivation  Market knowledge  Empowerment

10. What should Mr van Leuven do? Mixed proposal  Both sides happy  In line with strategy  Incentive to other subsidiaries Before the proposal  Be more prepared  Caution