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Latest published cases

List of Latest Published Cases

  1. Developing Young Managers: Managing Transition

    Authors: Garg, Pulin K;

    Reference No: OB0118TEC Pages: 8 Published on: 1, January, 1980

    Abstract: This technical note is based on the author's research of the nature and processes of the emergent social personality of young professionals in India. It explores the nature of transactions between these young professionals and the organizational hierarchy so heavily loaded with experienced managers. The note further postulates how Indian ... More

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  2. Management of Personal Selling Effort (E): A Note- Brief Illustrations on Evaluation and Control of Sales Effort/Personnel

    Authors: Vora, M N;

    Reference No: MAR0265(E)TEC Pages: 6 Published 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

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  3. Management of Personal Selling Effort (C): A Note- Brief Illustrations on Sales Effort Planning: Target/Quota Setting, Call Norms, etc.

    Authors: Vora, M N;

    Reference No: MAR0265(C)TEC Pages: 5 Published 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

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  4. Management of Personal Selling Effort (A): A Note

    Authors: Vora, M N;

    Reference No: MAR0265(A)TEC Pages: 6 Published 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

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  5. Authority and Power

    Authors: Arul, M J; Pestonjee, D M;

    Reference No: OB0116TEC Pages: 4 Published 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

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  6. Management of Personal Selling Effort (F): A Note- Brief Illustrations on Branch Management Issues

    Authors: Vora, M N;

    Reference No: MAR0265(F)TEC Pages: 5 Published 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

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  7. Management of Personal Selling Effort (D): A Note- Brief Cases on Salesmen Compensation and Motivation

    Authors: Vora, M N;

    Reference No: MAR0265(D)TEC Pages: 6 Published 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

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  8. Management of Personal Selling Effort (B): A Note-Brief Illustrations on Recruitment, Training and Development of Sales Personnel

    Authors: Vora, M N;

    Reference No: MAR0265(B)TEC Pages: 4 Published 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

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  9. Bharat Construction Company Limited (A)

    Authors: Shukla, P R;

    Reference No: PROD0192(A) Pages: 15 Published on: 1, January, 1984

    Abstract: The case can be used to discuss the management control system in a new project. An existing MCS for a large construction company is described and management problems faced by the company in handling a new project are highlighted. The new MCS that can be suitable for the situation can ... More

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  10. Introduce Yourself to Transactional Analysis

    Authors: Bhatnagar, Deepti;

    Reference No: OB0172TEC Pages: 14 Published on: 1, January, 1985

    Abstract: Introduces the concept of transactional analysis. It discusses briefly the meaning and relevance of TA concepts like ego states, transactions, strokes, time structuring, games, psychological positions, and OK and not?OK managerial styles. ... More

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  11. Personnel Policy in Bharatdarshan Enterprises

    Authors: Verma, Pramod;

    Reference No: P&IR0170 Pages: 12 Published on: 1, January, 1985

    Abstract: The case refers to the personnel policies of a large organization engaged in the tourism and hotel industry. Some of the major problems arising from the nature of the business are highlighted. The economic and social constraints on human resources management are also revealed by the case. ... More

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  12. SEWA: A Trade Union with a Difference

    Authors: Bhatnagar, Deepti;

    Reference No: OB0173 Pages: 31 Published on: 1, January, 1988

    Abstract: SEWA, or the Self?Employed Women's Association, is a trade union devoted to the cause of the upliftment of poor, self?employed women. Unions are often known as protest organizations aimed at wrestling maximum advantages from the employers for their worker? members. SEWA as a trade union has pitched itself ... More

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  13. Process of Team Building and Leadership

    Authors: Gupta, Ranjit;

    Reference No: CMA0664TEC Pages: 6 Published on: 1, January, 1988

    Abstract: Team building is a group effort. However, teams are differentiated from groups. Teams possess only four of the essential elements of groups, viz. goal sharing, interdependence, commitment, and accountability. The team-building process, involves five stages of development: forming, storming, norming, performing, and adjourning. A team leader requires skills of both ... More

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