MMPC-011 SOCIAL PROCESSES AND BEHAVIOURAL ISSUES Solved Question Paper December 2023

MMPC-011 SOCIAL PROCESSES AND BEHAVIOURAL ISSUES Solved Question Paper December 2023

MANAGERIAL ECONOMICS
Course Code: MMPC-011

Section–A
1. Briefly discuss different models to understand
organisational behaviour.
2. Describe and discuss the impact of personality
traits on organisational behaviour. Give
examples.
3. Describe process of behaviour modification and
how it can be applied in organisational
context ?
4. Briefly discuss sources of conflict and its effect
on organisations. Give examples.
5. Write short notes on any three of the
following :
(a) Rust out stress syndrome (ROSS)
(b) Gender diversity
(c) Reinforcement
(d) Administrative theory
(e) Spiritual intelligence
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P. T. O.
Section–B
6. Read the following case carefully and answer
the questions given at the end :
Arun joins ‘ZAPTO’ chain of casual wear stores
as a sales representative, immediately after the
completion of graduation and a diploma in sales
management. The firm was very happy with his
extremely good performance. Arun was
awarded the ‘Star Performer Prize’ for his
continuous display of the highest sales volume
record for 12 consecutive months. The General
Manager of ‘ZAPTO’ chain of stores, Rajkumar,
was informed by his Marketing Manager,
Madhuraj, that Arun was a very aggressive and
dynamic sales representative having a strong
target commitment and orientation.
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Within a span of two years, based on his good
performance appraisal, Arun was promoted to
the position of Assistant Marketing Manager.
Under his new assignment, Arun had 8 sales
representatives reporting to him and also to
ensure that the sales target of his shop was
met. Arun took to his new promoted
assignments with the same zeal and
enthusiasm. Arun now set the targets to be met
by his team members for the first month and
communicated the same, clearly indicating that
all the team members have to meet the target
without fail. The eight team members (sales
representatives) felt that the targets set were
too ambitious but declined to comment on it
directly. After the meeting, during an informal
chat all the team members discussed
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the matter amongst themselves and then
dispersed.
Arun called for a review meeting at the end of a
fortnight to take stock of the situation and was
shocked and disappointed to learn that all the
representatives were well behind the target set
for them. Arun could not control his
disappointment and openly and bluntly
condemned them for not reaching the target.
He once again reiterated that he expected all
his team members to achieve their targets by
the end of the month. After the meeting, the
team members amongst themselves admitted
that they found Arun to be a difficult person
with an unapproachable mindset. However,
they also decided to give in their best efforts to
achieve the targets assigned to them. But even
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with their sustained efforts they could achieve
only 70 per cent of the target set by Arun, by
the end of the month.
At the end of the month, when Arun reviewed
the sales statements of his team, he was
disappointed though slightly happy with the
marginal improved efforts of his team.
However, in the meeting instead of praising
and encouraging his team’s efforts, Arun
communicated his displeasure and once again
was emphatic and told his team that lack of
commitment from them was stopping them
from attaining their target, so they had to try
hard once again. This outburst was not liked by
his team. And in the next month-end briefing,
Arun was greeted with well below the target
set. Arun now openly rebuked his sales
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representatives team, for their slow
performance and refused to accept that he had
set too high targets for his team. Ultimately,
the team members met their Marketing
Manager, Madhuraj and conveyed everything to
him. Madhuraj was shocked but promised to
talk to Arun.
Questions :
(a) In the above case, what are the problems
affecting the team’s effectiveness and
performance ?
(b) Do you feel Madhuraj should modify team
members roles before talking to Arun ?
(c) Can you suggest ways by which Arun can
be developed as good team leader ?