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: 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: MAR0265(E)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: CMA0538(D)Pages: 23Published on: 1, January, 1981
Abstract: Deals with cashewnut development through the Plantation Corporation of Kerala as a sub-project of the Kerala Agricultural Development Project. A delay in government procedures in transferring property from one department to the government-owned corporation has created problems. It raises questions as to why these procedural problems were not taken into ... More
Reference No: MAR0265(C)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: 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: MAR0257TECPages: 13Published on: 1, January, 1980
Abstract: This note is meant for users of marketing research. It provides an understanding of purposes of research in a decision- making situation in marketing research, alternative research designs used in marketing research, and criteria/guidelines for selection and evaluation of alternative designs for specific research studies. The specific research designs ... 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
Reference No: CMA0526Pages: 13Published on: 1, January, 1980
Abstract: Outlines a state government's attempt to obtain refinance for continuation of a development scheme. The role of AFC as consulting organization has been discussed in the case. ... More
Reference No: F&A0339(D)Pages: 32 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: OB0119TECPages: 14Published on: 1, January, 1980
Abstract: The note explores the area of organizational change by employees low in the organizational hierarchy. In the past, the emphasis has always been on change processes initiated or supported by top management. Increased specialization, however, has resulted in a high calibre of people at all organizational levels, who strive to ... More
Reference No: P&IR0003Pages: 23Published on: 1, January, 1980
Abstract: The Administrative Reforms Commission recommended that the personnel function in public enterprises should be strengthened. In a number of organizations, what was once a record keeping, welfare and IR-oriented department, the Personnel Department has become proactive, professional and progressive. This case is an attempt at understanding the evolution of the ... More
Reference No: OB0110Pages: 2Published on: 1, January, 1980
Abstract: Sometimes the formal behaviour of status?conscious bosses can have a high impact on the motivation of employees. An incident described here illustrates such insensitivity on the part of a boss to the needs of the subordinate and over sensitiveness to his own status and status symbols. Unknowingly, the boss ... More
