motivational analysis of organizations

4. You find out that a shipper has been “working a deal” with the majority of your best
salespeople whereby they all gain financially at the expense of the organization. The
amounts are not large but the practice is widespread. You are the sales manager.
Would you:
a. _____ Fire all the guilty parties in almost all cases
b. _____ Fire the shipper and keep the salespeople
c. _____ Call a meeting to tell the salespeople you know what is happening but not
fire anyone
d. _____ Overlook the situation, assuming it to be a “bonus”
e. _____ Try to catch the guilty parties in the act
f. _____ Not fire all guilty parties in almost all cases
5. Due to rapid expansion of your organization, your “open-door” policy is taking up a
disproportionate amount of time.
Would you:
a. _____ “Close the door” in almost all cases
b. _____ Try to have your secretary screen employees before they reach you
c. _____ Institute a formal communication system such as a company newsletter
d. _____ Work after hours so as to maintain your close relationship with employees
e. _____ Set up an appointment book
f. _____ Not close the door in almost all cases
6. A new production process will increase profits by an estimated 10 percent. It will
also significantly pollute a large river running through a nearby town. Government
regulations do not affect your firm.
Would you:
a. _____ Introduce the process in almost all cases
b. _____ Introduce the process only if profits are lower than usual
c. _____ Introduce the process only if your competitor does
d. _____ Not introduce the process unless pressured by upper management
e. _____ Not introduce the process unless residents of the town complain
f. _____ Not introduce the process in almost all cases
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The Pfeiffer Library Volume 19, 2nd Edition. Copyright © 1998 Jossey-Bass/Pfeiffer