For internal use only at The Program Pascasarjana Fakultas Psikologi Universitas Indoensia , strictly not to be distributed outside.

Replicated from the HARVARD BUSINESS SCHOOL 9-6 !-""#$

DAS !A" #$!PA"%

%he Da&hma' Compa'( )a& a lar*e co'cer' ma+i'* ma'( t(pe& of e,-ipme't for the armed force& of the U'ited State&$ It ha& !" pla't&. located i' the ce'tral part of the co-'tr(. )ho&e p-rcha&i'* proced-re& had 'e/er 0ee' completel( coordi'ated$ I' fact. the head office of the compa'( had e'co-ra*ed each pla't ma'a*er& to operate )ith their &taff& a& &eparate i'depe'de't -'it& i' mo&t matter&$ Late i' the #9 ". )he' it 0e*a' to appear that the compa'( )o-ld face i'crea&i'* diffic-ltie& i' &ec-ri'* certai' e&&e'tial ra) material&. 1r$ 1a'&o'. the compa'(2& pre&ide't. appoi'ted a' e3perie'ced p-rcha&i'* e3ec-ti/e. 1r$ 4o&t. a& /ice pre&ide't i' char*e of p-rcha&i'* a po&itio' e&peciall( created for him$ 1r$ 1a'&o' *a/e 1r$ 4o&t )ide latit-de i' or*a'i5i'* hi& 6o0. a'd he a&&i*'ed 1r$ Lar&o' a& 1r$ 4o&t2& a&&i&ta't$ 1r$ Lar&o' had &er/ed the compa'( i' /ariet( of capacitie& for ma'( (ear&. a'd +'e) mo&t of the pla't e3ec-ti/e& per&o'all($ 1r$ 4o&t2& appoi'tme't )a& a''o-'ced thro-*h the formal cha''el& -&-al i' the compa'(. i'cl-di'* a 'otice i' the ho-&e or*a' p-0li&hed i' the compa'($ O'e of 1r$ 4o&t2& fir&t deci&io'& )a& to 0e*i' immediatel( to ce'trali5e the compa'(2& p-rcha&i'* proced-re$ A& a fir&t &tep he decided that he )o-ld re,-ire each of the e3ec-ti/e& )ho ha'dled p-rcha&i'* i' the i'di/id-al pla't& to clear )ith the head office all p-rcha&e co'tract& )hich the( made i' e3ce&& of 7 #"."""$ He felt that if the head office )a& to do a'( coordi'ati'* i' a)a( that )o-ld 0e helpf-l to each pla't a't to the compa'( a& a )hole. he m-&t 0e 'otified that the co'tract& )ere 0ei'* prepared at lea&t a )ee+ 0efore the( )ere to 0e &i*'ed$ He tal+ed hi& propo&al o/er )ith 1r$ 1a'&o'. )ho pre&e'ted it to the 0oard of director&$ %he( appro/ed the pla'$
salah satu dari Keputusan Mr.Post adalah untuk memulai memusatkan prosedur pembelian pada perusahaan. Sebagai langkah pertama [yang] ia memutuskan bahwa ia akan memerlukan masing-masing para eksekutip [siapa] yang menangani membeli [pabrik/tumbuhan] yang individu untuk bersih;kan dengan kantor pusat semua yang per an ian ual beli [yang] mereka buat lebih dari! "#$###. %a merasa[kan bahwa ika kantor pusat adalah untuk lakukan manapun mengkoordinir pergi itu akan bersi&at sangat menolong [bagi/kepada] masing-masing semut [pabrik/tumbuhan] kepada [perusahaan/ rombongan] se'ara keseluruhan$ ia harus diberitahu [bahwa/yang] kontrak disiapkan sedikitnya suatu minggu [sebelum/di depan] mereka (diharapkan) untuk ditandatangani. %a berbi'ara proposal nya (di) atas dengan Mr. Manson$ [siapa] yang memperkenalkan ia/nya kepada dewan direktur [itu]. Mereka menyetu ui ren'ana [itu].

Altho-*h the compa'( made p-rcha&e& thro-*ho-t the (ear. the 0e*i''i'* of it& pea+ 0-(i'* &ea&o' )a& o'l( three )ee+& a)a( at the time thi& 'e) pla' )a& adopted$ 1r$ 4o&t prepared a letter to 0e &e't to the !" p-rcha&i'* e3ec-ti/e& of the compa'($ %he letter a& follo)&8 Dear: .:

The board of directors of our company has recently authorized our purchasing procedures. Hereafter each of the purchasing executives in the several plants of the company will notify the vice president in charge of purchasing of all contracts in excess of $ !"!!! which they are negotiating at least a wee# in advance of the date on which the are to be signed . $ am sure that you will understand that this step is necessary to coordinate the purchasing re%uirements of the company in these times when we are facing increasing difficulties in securing our essential supplies. This procedure should give us in the central office the information we need to see that each plant secures the optimum supply of materials. $n this way" the interests of each plant and of the company as a whole will best be served. &ours very truly"

1r$ 4o&t &ho)ed the letter to 1r$ Lar&o' a'd i'/ited hi& comme't&$ 1r$ Lar&o' tho-*ht the letter )a& a' e3celle't o'e. 0-t &-**e&ted that. &i'ce 1r$ 4o&t had 'ot met more a fe) of the p-rcha&i'* e3ec-ti/e&. he mi*ht li+e to /i&it all of them a'd ta+e the matter -p )ith each of them per&o'all($ 1r$ 4o&t di&mi&&ed the idea at o'ce 0eca-&e. a& he &aid. he had &o ma'( thi'*& to do at the head office that he co-ld 'ot *et a)a( for a trip$ Co'&e,-e'tl(. he had the letter& &e't o-t o/er thro-*h the mail &er/ice$ D-ri'* the follo)i'* )ee+&. replie& came i' from all e3cept a fe) pla't&$ Altho-*h a fe) e3ec-ti/e& )rote at *reater le'*th. the follo)i'* repl( )a& t(pical8 Dear 'r. (ost" &our recent communication in regard to notifying the head office a wee# in advance of our intention to sign contracts has been received. This suggestion seems a most practical one. )e want to assure you that you can count on our cooperation. &ours very truly"

D-ri'* the 'e3t &i3 )ee+&. the head office recei/ed 'o 'otice& from a'( pla't that co'tract& are 0ei'* 'e*otiated$ E3ec-ti/e& i' other departme't& )ho made fre,-e't trip& to the pla't& &aid that the pla't& )ere 0-&(. a'd the -&-al ro-ti'e& for that time of the (ear )ere 0ei'* follo)ed$ Topics of discussion by students (discussion in group, submission of paper individually) and submit a paper individually which includes the answer of the following questions:

9#: ;hat i& *oi'* o' i' DASH1AN CO< ;hat i& the pro0lem< ;h( doe& it e3i&t< ;hat )a& )ro'*< 9!: ;hat &ho-ld ha/e 0ee' do'e 0( 1r$ 4o&t< 9=: ;hat )o-ld (o- ha/e do'e if (o- )ere 1r$ 1a'&o'<