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CASE : THROWING AWAY A GOLDEN OPPORTUNITY
Devkumar was a man on the move. Every one in the firm felt that some day he would be company president. To listen to his boss, Manohar, Vice President of Marketing it was only a matter of time before Dev would be at the helm.
The current president of the firm was a marketing person. She had worked her way up from field salesperson to president by selling satisfaction to customers and raising the image of the company. In a manner of speaking, the marketing department was the "well-oiled" road to the top. Dev was the number 1 salesperson and, according to the grapevine, was due to get Manohar`s job when the latter retired in two years. However, Dev was not
sure that he wanted to be Vice President of Marketing. Another slot was opening up in foreign sales. Dev knew nothing about selling in Europe, but this was the firm`s first venture outside the country and he thought he might like to give it a try. He alked to Manohar about it, but the Vice President tried to discourage him. In fact, Manohar thought that Dev was crazy to consider the job at all. "Kid", he said, "that`s no place for you. Things are soft and cosy back here. You don`t have to prove yourself to anyone. You`re the number I boy around here. Just sit tight and you will be President. Don`t go out and make some end runs." Dev was not convinced. He thought perhaps it would be wise to discuss the matter with the President herself. This he did. The President was very interested in Dcv`s ideas about international marketing. "If you really think you like to head this office for us, I will recommend your name for the job."
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QUESTIONS
1. Who had power in this organisation ? What type of power did Manohar have ?
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2. Do you think Dev played company politics well ? If so, why didn`t he get the international sales job ?
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3. At this point, what would you do if you were Devkumar 7 What political strategies will you use to strengthen your position in the organisation ?
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