How might a salesperson’s job or a secretary’s job be enlarged or enriched to make it more motivating?
Answer to relevant QuestionsWhen and under what conditions might managers change from a functional to (a) a product (b) a geographic, or (c) a market structure? Which contingencies are most important in explaining how the organization is organized? Do you think it is organized in the best way? Now that you have analyzed the way this organization is structured, what advice would you give its managers to help them improve the way it operates? What is organizational culture, and how does it affect the way employees behave? Design a control system that you think will best motivate salespeople to achieve these goals.
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