Rajdeep is a Marketing executive with Excellent Computer Peripherals ”Ltd. Excellent is a company with 10 years of,

‘existence and has a sound product range in computer

peripherals. It sells its products at a slightly higher price in the market because of its goodwill for quality.

Rajdeep is one of the best marketing executives of the company and enjoys several company benefits for his excellent performance. Rajdeep’s boss Mr. Mahendra is thoroughly satisfied with his work and likes Rajdeep. Rajdeep on the other hand, likes to sell t9 “institutional buyers rather than smalltime domestic customers. Rajdeep also likes to work on challenging customers but not at the cost of wasting too much time on really hard to please ones. He constantly keeps himself focused on the targets to be achieved for the month and tries to reach the maximum. For him, it matters to be ahead in the race

of selling and therefore he works very hard and smart.

Mr. Mahendra has always tried to ensure that Rajdeep is

given enough scope to explore the potential customers on his own. He of course, feels a little worried about Rajdeep’s attitude

towards those marketing executives who sell to small customer “

Rajdeep is at times belittling in hisvattitude towards them and even ridicules their efforts. However, Mr. Mahendra has tried to ignore this because of Rajdeep’s performance.

Rajdeep is a Marketing executive with Excellent Computer Peripherals ”Ltd. Excellent is a company with 10 years of,

‘existence and has a sound product range in computer

peripherals. It sells its products at a slightly higher price in the market because of its goodwill for quality.

Rajdeep is one of the best marketing executives of the company and enjoys several company benefits for his excellent performance. Rajdeep’s boss Mr. Mahendra is thoroughly satisfied with his work and likes Rajdeep. Rajdeep on the other hand, likes to sell t9 “institutional buyers rather than smalltime domestic customers. Rajdeep also likes to work on challenging customers but not at the cost of wasting too much time on really hard to please ones. He constantly keeps himself focused on the targets to be achieved for the month and tries to reach the maximum. For him, it matters to be ahead in the race

of selling and therefore he works very hard and smart.

Mr. Mahendra has always tried to ensure that Rajdeep is

given enough scope to explore the potential customers on his own. He of course, feels a little worried about Rajdeep’s attitude

towards those marketing executives who sell to small customer “

Rajdeep is at times belittling in hisvattitude towards them and even ridicules their efforts. However, Mr. Mahendra has tried to ignore this because of Rajdeep’s performance.

.. .. . M .. ‘1 Due to the recent slack in the IT industry, Excellent’s

business with corporate customers has dipped. Because of this Mr. Mahendra has reallocated the targets to all the marketing

executives. However, he knows Rajdeep’s f ~tish for corporate clients too well. But he also knows that Rajdeep will haveto be forced‘t’d go” tcLsrnall customers for promoting the product. He

is aware of the fact that Rajdeep is a man of strong likes and dislikes and hence he is in a fix. He is also apprehensive that if

Rajdeep is not given an appropriate assignment then he may even consider leaving his job. Mr. Mahendra was fully aware that Rajdeep had no dearth of opportunities. Mr. Mahendra knows that the dilemma that he is facing is serious and will have to be resolved suitably.

Answer the questions :

1. From the above description of Hari’s character, what

seems to be the key motivator for Hari’? According to David McClelland’s Needs Theory, what kind of orientation does Rajdeep possess?

2. What should Sudhir do to motivate Rajdeep and retain him in the organization?

CASE 2.

Rajdeep is a Marketing executive with Excellent Computer Peripherals ”Ltd. Excellent is a company with 10 years of,

‘existence and has a sound product range in computer

peripherals. It sells its products at a slightly higher price in the market because of its goodwill for quality.

Rajdeep is one of the best marketing executives of the company and enjoys several company benefits for his excellent performance. Rajdeep’s boss Mr. Mahendra is thoroughly satisfied with his work and likes Rajdeep. Rajdeep on the other hand, likes to sell t9 “institutional buyers rather than smalltime domestic customers. Rajdeep also likes to work on challenging customers but not at the cost of wasting too much time on really hard to please ones. He constantly keeps himself focused on the targets to be achieved for the month and tries to reach the maximum. For him, it matters to be ahead in the race

of selling and therefore he works very hard and smart.

Mr. Mahendra has always tried to ensure that Rajdeep is

given enough scope to explore the potential customers on his own. He of course, feels a little worried about Rajdeep’s attitude

towards those marketing executives who sell to small customer “

Rajdeep is at times belittling in hisvattitude towards them and even ridicules their efforts. However, Mr. Mahendra has tried to ignore this because of Rajdeep’s performance.

.. .. . M .. ‘1 Due to the recent slack in the IT industry, Excellent’s

business with corporate customers has dipped. Because of this Mr. Mahendra has reallocated the targets to all the marketing

executives. However, he knows Rajdeep’s f ~tish for corporate clients too well. But he also knows that Rajdeep will haveto be forced‘t’d go” tcLsrnall customers for promoting the product. He

is aware of the fact that Rajdeep is a man of strong likes and dislikes and hence he is in a fix. He is also apprehensive that if

Rajdeep is not given an appropriate assignment then he may even consider leaving his job. Mr. Mahendra was fully aware that Rajdeep had no dearth of opportunities. Mr. Mahendra knows that the dilemma that he is facing is serious and will have to be resolved suitably.

Answer the questions :

1. From the above description of Hari’s character, what

seems to be the key motivator for Hari’? According to David McClelland’s Needs Theory, what kind of orientation does Rajdeep possess?

2. What should Sudhir do to motivate Rajdeep and retain him in the organization?

" THE PIANO BUILDER24

Waverly Bird builds pianos from scratch. He is a consultant to a piano manufacturer. He is on call and works about one week a month, including some travel, to solve problems of customers. He also rebuilds about a dozen grand pianos every year for special customers; but, according to Bird, the most satisfying part of his life is his hobby of building pianos from the beginning. “It’s the part that keeps a man alive,” he says. The challenge of the work is what lures Bird onward. He derives satisfaction from precision and quality, and he comments, “Details make the difference. When you cut a little corner here and a little corner there, you’ve cut a big hole. A piano is like the human body; all the parts are important.”

Bird has a substantial challenge in making a whole piano. His work combines skills in cabinetrnaking, metalworking, and engineering, with knowledge of acoustics and a keen ear for music. It requires great precision, because a tiny misalignment would ruin a piano’s tune. It also requires versatility: A keyboard must be balanced to respond to the touch of a finger; the pinblock, on the other hand, must withstand up to 20 tons of pressure. In

addition, Bird had to make many of his own piano construction tools.

Rajdeep is a Marketing executive with Excellent Computer Peripherals ”Ltd. Excellent is a company with 10 years of,

‘existence and has a sound product range in computer

peripherals. It sells its products at a slightly higher price in the market because of its goodwill for quality.

Rajdeep is one of the best marketing executives of the company and enjoys several company benefits for his excellent performance. Rajdeep’s boss Mr. Mahendra is thoroughly satisfied with his work and likes Rajdeep. Rajdeep on the other hand, likes to sell t9 “institutional buyers rather than smalltime domestic customers. Rajdeep also likes to work on challenging customers but not at the cost of wasting too much time on really hard to please ones. He constantly keeps himself focused on the targets to be achieved for the month and tries to reach the maximum. For him, it matters to be ahead in the race

of selling and therefore he works very hard and smart.

Mr. Mahendra has always tried to ensure that Rajdeep is

given enough scope to explore the potential customers on his own. He of course, feels a little worried about Rajdeep’s attitude

towards those marketing executives who sell to small customer “

Rajdeep is at times belittling in hisvattitude towards them and even ridicules their efforts. However, Mr. Mahendra has tried to ignore this because of Rajdeep’s performance.

.. .. . M .. ‘1 Due to the recent slack in the IT industry, Excellent’s

business with corporate customers has dipped. Because of this Mr. Mahendra has reallocated the targets to all the marketing

executives. However, he knows Rajdeep’s f ~tish for corporate clients too well. But he also knows that Rajdeep will haveto be forced‘t’d go” tcLsrnall customers for promoting the product. He

is aware of the fact that Rajdeep is a man of strong likes and dislikes and hence he is in a fix. He is also apprehensive that if

Rajdeep is not given an appropriate assignment then he may even consider leaving his job. Mr. Mahendra was fully aware that Rajdeep had no dearth of opportunities. Mr. Mahendra knows that the dilemma that he is facing is serious and will have to be resolved suitably.

Answer the questions :

1. From the above description of Hari’s character, what

seems to be the key motivator for Hari’? According to David McClelland’s Needs Theory, what kind of orientation does Rajdeep possess?

2. What should Sudhir do to motivate Rajdeep and retain him in the organization?

" THE PIANO BUILDER24

Waverly Bird builds pianos from scratch. He is a consultant to a piano manufacturer. He is on call and works about one week a month, including some travel, to solve problems of customers. He also rebuilds about a dozen grand pianos every year for special customers; but, according to Bird, the most satisfying part of his life is his hobby of building pianos from the beginning. “It’s the part that keeps a man alive,” he says. The challenge of the work is what lures Bird onward. He derives satisfaction from precision and quality, and he comments, “Details make the difference. When you cut a little corner here and a little corner there, you’ve cut a big hole. A piano is like the human body; all the parts are important.”

Bird has a substantial challenge in making a whole piano. His work combines skills in cabinetrnaking, metalworking, and engineering, with knowledge of acoustics and a keen ear for music. It requires great precision, because a tiny misalignment would ruin a piano’s tune. It also requires versatility: A keyboard must be balanced to respond to the touch of a finger; the pinblock, on the other hand, must withstand up to 20 tons of pressure. In

addition, Bird had to make many of his own piano construction tools.

Bird has built forty pianos in his thirty-four-year career. ’l‘hough construction takes nearly a‘Year. he sells his pianos at the modest price of a commercial piano. He is seeking not money but challenge and satlsfactlon..He says, “The whole business is a series of closed doors. You learn one tlimg. and there’s" another jcloseddoor Waiting to be opened.” Bird says his big dream is to build a grand piano: “It is the one thing I haven’t done yet and

_want to do.

Questions

1. Discuss the nature 'of Bird’s motivation in building pianos. What are his drives and needs? Would a behavior modification program affect his motivation? Why or why not? What would be the effect of setting a goal of two pianos per year for him?

2. How could a manufacturer of pianos build the motivation Bird has now into its employees?