Reference No: MAR0263TECPages: 12Published on: 1, January, 1981
Abstract: Describes the decision areas and importance of research in sales and distribution management (Section I) and the process of research (Section II). The last section (Section III) illustrates how research methods could be used for different decision areas. ... More
Reference No: PSG0042Pages: 9Published on: 1, January, 1981
Abstract: The two cases analyze the contrasting profiles of a better performing community health volunteer and a poor performing community health volunteer. ... More
Reference No: MAR0265(F)TECPages: 5Published on: 1, January, 1981
Abstract: Describes the sales management practices of a cross-section of Indian organizations. The decision areas about which actual illustrations of practices of specific organizations are: 1) allocation of tasks between own sales personnel and the distributors/dealers, 2) recruitment, training and development of sales personnel, 3) sales effort planning, target, quota setting, call norms, ... More
Reference No: OB0162TECPages: 2Published on: 1, January, 1981
Abstract: The note deals with the process of alienation, its manifestations, and the various techniques used for counteracting alienation. The note draws on reported experiences from organizational settings. ... More
Reference No: MAR0265(D)TECPages: 6Published on: 1, January, 1981
Abstract: Describes the sales management practices of a cross-section of Indian organizations. The decision areas about which actual illustrations of practices of specific organizations are: 1) allocation of tasks between own sales personnel and the distributors/dealers, 2) recruitment, training and development of sales personnel, 3) sales effort planning, target, quota setting, call norms, ... More
Reference No: CMA0536Pages: 14Published on: 1, January, 1981
Abstract: Ambur Cooperative Sugar Factory was started with share capital assistance from the government. Over the years the cooperative generated sufficient capital and managed to repay of the government's share. In fact it was in a position to repay the entire government's share, but this was not done as the government ... More
Reference No: OB0116TECPages: 4Published on: 1, January, 1981
Abstract: This article deals with the processes of authority and power. Power is defined as an influence over others, i.e., one's ability to cause change in the cognition, attitude, behaviour and/or emotion of others. Depending upon its various sources, eight different types of power have been distinguished. These are: ... More
Reference No: OB0123TECPages: 10Published on: 1, January, 1980
Abstract: This article is aimed at discussing role and stress. It gives a brief discussion about role, and discusses in detail stress and its relation to role. The term "role" is defined and its various meanings are brought into focus. The various stress?inducing factors within the individual and also in ... More
Reference No: PROD0156TECPages: 7Published on: 1, January, 1980
Abstract: The note gives a brief description of the behavioural dimension of job design. Both traditional or micro approach and the behavioural approach have been considered. The methods with behavioural implications such as job enlargement, job enrichment and job rotation are briefly described. ... More
Reference No: CMA0524Pages: 10Published on: 1, January, 1980
Abstract: Discusses the uncertainties involved in providing tubewells in Chaloda village as a part of the developmental activities of a voluntary agency. Though, formal sources are available for financing the project, the farmers are not organized in getting the finances and managing the project. For want of data of the risk ... More
Reference No: F&A0339(C)Pages: 44 Published on: 1, January, 1980
Abstract: Analyses, interprets and illustrates many aspects of the concepts and practices of financial management. The case facilitates discussion of: 1) conversion of a private limited company into a public limited company; 2) public issue; 3) stock exchange listing; 4) cost of capital; 5) capital expenditure planning; 6) capital structure planning; 7) analysis of business and financial risks ... More
Reference No: OB0114Pages: 10 Published on: 1, January, 1980
Abstract: Dr Shekhar joins Navjivan Enterprises as a Behavioural Scientist in the Personnel Department, and, within a month of joining, resigns and leaves the organization. The factors responsible for his resignation are examined through a series of interviews with Dr Shekhar, and a few others associated with his work. The case ... More
Reference No: OB0121TECPages: 11, 11, 8Published on: 1, January, 1980
Abstract: This note comprising five segments is exclusively based on the author's experience of design and development processes in the Indian context. The first part of the note states some of the commonalities observed across many organizations. The second part of the note provides a model of the dynamics of organization ... More
Reference No: OB0112Pages: 3 Published on: 1, January, 1980
Abstract: Managers with ideas are likely to emerge successful if they have patience and perseverance. This case demonstrates how a young manager is able to get his ideas across with patience. A new system of payrolls suggested by him is resisted in the beginning. When he pursues it patiently he succeeds ... More
