| Description |
1 online resource : illustrations (black and white, and colour) |
| Series |
SAGE knowledge. Cases |
|
SAGE knowledge. Cases
|
| Summary |
The case aims at highlighting the intra organizational challenges faced by Engro Marketing team for attaining sales targets. The problem is of goal incongruence and lack of communication regarding sales targets in the organization. Additionally, the structural changes which had added a new layer of management of Area Marketing Managers (AMMs) in Engro led to role ambiguities between the Area Marketing Managers (AMM) and the Zonal Marketing Managers (ZMM). The main challenges that Engro faces are: an urgent need for differing viewpoints on sales targets to converge to a joint goal setting pattern; and the need for up-grading of skills by AMM and ZMM with repect to increased listening and communication, facing and appreciating work-related conflict, and working out interpersonal frictions |
| Notes |
Originally Published in: Alvi, S., Butt, A.N., Khurshid, A., & Siddiqui, M.A. (2013). The Engro Zarkhez challenge 2011. Asian Journal of Management Cases, 10(1), 15-34. DOI: 10.1177/0972820112471259 |
|
Online resource; title from home page (viewed on May 3, 2016) |
| Subject |
Mentoring in business -- Case studies
|
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Communication in management -- Case studies
|
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Communication in management
|
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Mentoring in business
|
| Genre/Form |
Case studies
|
| Form |
Electronic book
|
| Author |
Butt, Arif Nazir, author
|
|
Khurshid, Anwar, author
|
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Siddiqui, M. Athar, author
|
| ISBN |
9789351508380 |
|
9351508382 |
|
