Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
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Conflict Area
Breadth of product line:
Typical Comment
Our customers demand variety. New products are our lifeblood. We need faster response. Lead times are too long. Why dont we ever have the right merchandise in inventory? Why cant we have reasonable quality at low cost?
Typical Comment
The product line is too broad, all we get are short, uneconomical runs. Unnecessary design changes are prohibitively expensive. We need realistic customer commitments that dont change like the wind direction We cant afford to keep huge inventories. Why must we always offer options that are too expensive and offer little customer utility?
Physical distribution:
Quality:
Sources: Based on Benson S. Shapiro, Can Marketing and Manufacturing Coexist? Harvard Business Review 55 (September-October 1977): 104-14; and Victoria L. Crittenden, Lorraine R. Gardiner, and Antonie Stam, Reducing Conflict Between Marketing and Manufacturing, Industrial Marketing Management 22 (1993): 299-309.
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Organization Variables
Goals Power and Control Decision Process Rules and Norms
Norm of efficiency
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Legitimate power Reward power Coercive power Expert power Referent power
Thomson Learning 2004
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POWER
Ability to influence others to bring about desired outcomes Flows down the vertical hierarchy Prescribed by the formal hierarchy Vested in the position held
Thomson Learning 2004
AUTHORITY
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Formal Position Resources Control of Decision Premises and Information Network Centrality
Thomson Learning 2004
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Low Power
350 325 300 275 250 225 200 175 150 125 Co. B Co. C Co. I Avg.
Source: Charles Perrow, Departmental Power and Perspective in Industrial Firms, in Mayer N. Zald, ed., Power in Organizations (Nashville, Tenn.: Vanderbilt University Press, 1970), 64.
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Financial Resources
Centrality
Department Power
Nonsubstitutability
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Negotiating Strategies
1.
Win-Win Strategy
Define the conflict as a mutual problem Pursue joint outcomes Find creative agreements that satisfy both groups Use open, honest, and accurate communication Avoid threats Communicate flexibility
1.
Win-Lose Strategy
Define the conflict as a win-lose situation Pursue self outcomes Force other group into submission Use deceitful, inaccurate communication Use threats
2. 3.
2. 3.
4.
4.
5. 6.
5. 6.
Communicate rigidity
Source: Adapted from David W. Johnson and Frank P. Johnson, Joining Together: Group Theory and Group Skills (Englewood Cliffs, N. J.: Prentice-Hall, 1975), 182-83.
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