Leadership and Management: Recommendations to the Company - Essay Example

?Leadership and Management Leadership and Management A group is usually comprised of two or more people who interact with one another in such a manner that each person influence and is also influences by another person. I used to work in a Marketing department of a company which specializes in selling beauty product. The company’s name is Sweet Nature Limited. Besides the Marketing department, the company had three other major departments: Finance department, Purchasing and Supply Chain department, and Human Resource department. In the department, I was a member of a certain group charged with the responsibility of making important decisions concerning sales and marketing. The group was under Bill, who was the Vice President, Mary, the Manager, Stella, Frank and I who were market researchers whereas Peter and Jane were public relation assistants. The table below delineates the responsibilities and attributes of each of the people in the group. Details Position Core responsibilities Attributes Name :Bill Sex : Male Age :37 years Vice President In charge of the entire sales and marketing department plans and creates marketing strategies receives reports from the other employees in the marketing department liaison between the marketing department and the upper management Informal leader Experienced Sociable Less-talkative influential Name :Mary Sex : Female Age : 32 years Marketing Manager Carries out the marketing strategy Creates marketing messages Chooses mediums for advertising Carries out other marketing campaign programs Manages the rest of the employees in the sales and marketing department Authoritarian Friendly sociable Name : Stella Sex : Female Age :29 years Market researcher Finds information about target market Finds information about competitors Friendly Quick to learn Less talkative Name :Frank Sex : Male Age :27 years Market researcher Finds information about target market Finds information about competitors Understanding considerate Name :Me Sex : Age : Market researcher Finds information about target market Finds information about competitors Encouraging Open Supportive Name :Jane Sex :Female Age :26 years Public relations Chooses the right form of advertising Media spokesman of the company Conduct interviews with the media Chatty Experiences Friendly sociable Name :Peter Sex : Male Age :30 years Public relations Chooses the right form of advertising Media spokesman of the company Conduct interviews with the media Friendly Introverted Table 1: A table showing the names, age, exposition, duties and the basic attributes of each of the members in the Sales and Marketing decision making group At one instance, the company was contemplating introducing a new line of products. We held a meeting in the company’s boardroom for several hours to discuss on various matters concerning the new product, with regard to sales and marketing. The company’s top management needed to seek our opinion as to whether the new product would be lucrative to the company. As the marketing department, we had extensive knowledge about the target market of the new product and the strategies required to successful introduce the product. However, during the meeting, there arose various disagreements among the group members basing on a variety of issues. Some members could not agree about the market entry strategy, the initial pricing of the product, the means of advertisements to be used to promote the product, matters to do with market segmentation, among many others. Thus, in the meeting, there was increased communication breakdown. Bill, the Vice President in sales and marketing department, chaired the meeting. He veneered a rough time controling the group as there was heated debate in various aspects. An eminent example which depicts how the group could not come to consensus so easily involves the pricing strategy to be adopted during the introduction of the new product. The table below depicts what transpired during the discussion regarding price strategy Member View on pricing strategy Bill He said that dynamic pricing was appropriates as it gives room for responding to market fluctuations. This therefore allows for price adjustments. Mary She advocated for target pricing. She said that this strategy will ensure that only a targeted amount of the new product will be sold prior to purchasing others. Stella Basing on the knowledge she has acquired as a marketing researcher, she suggested penetration pricing. This involves setting prices low so as to attract new customers for the new product and develop a market share. Frank He said that premium buying was the best pricing strategy as many buyers tend to judge a product basing solely on the price of the product. Thus, a relatively higher price would exploit this tendency and depict the product as of high quality. Me I advocated for penetration pricing too, arguing that it was the best pricing strategy for a new product in the market so as to gain customers and gain a market share. Jane She advocated for psychological pricing as this has for long time been renown for manipulating buyers. Frank He too supported Jane and called for psychological pricing. Table 2: A table showing the views of each member regarding which pricing strategy to be adopted for the new product From the above table, it is apparent that the group had diverse views on which pricing strategy was best suitable for the new product yet to be adopted. Furthermore, each and every person believed that his/her pricing strategy was the best, and they had justifiable reasons to believe so. This therefore implies that, for a consensus to be reaches much compromise and cooperation has to be made (Stacey & Griffin, 2008). Thus, knowledge from various management, leadership and communication theories as well as various conflict handling styles could be applied. It is apparent that theories greatly influence the way we think and take actions. There are various developed theories that can be helpful in the group interactions and communication. The theories include fictional theory, symbolic convergence theory, naturalistic theory and structural theory (Nicotera, 1995). To commence with, it is important to consider functional theory and how it could be applicable in the foregoing scenario. Functional theory of small group communication is mainly concerned with the results and outcomes of group dynamics. As such, communication is perceived as a tool with which the group members have to use for making decisions and solving problems that arise. According to Rahim (2010), communication plays a pivotal role in promoting rational judgment and critical thinking. It is through communication that group members may achieve their goals. Functional theory suggests that certain conditions are necessary for making group members to make appropriate decisions and effectively solve problem. Therefore, the group members are expected to commit themselves to making the best decision. In so doing, they should identify the prerequisite resources for carrying out the group’s activities. They should determine procedures to be followed by the group. Also, there is need to formulate rules to guide the interaction practices. It is also important to review the decision-making process and often make adjustments to the decision. Thus, in applying the ideas of functional theory in solving the incumbent disagreement over the appropriate pricing strategy to be adopted, the group has to ensure that effective communication prevails. This could be done by giving each other a chance to air their views. Each of the members’ views with regards to pricing strategy, as summarized in Table 2 above, has to be considered without any bias. Diverse views should be dealt with amicably. Rational judgments and critical thinking should be perpetuated. This will ensure that the group is able to come up with the best decision regarding this issue. There exists various conflict handling styles that could be adopted in solving the prevailing conflict among the members in determining the best pricing strategy. They include competing, compromising, collaboration, avoiding and accommodating. In this regards, competing conflict handling style involves resolving a conflict by reaching a solution that is partially satisfactory to both parties, yet completely satisfactory to none of the members. It is usually a win-lose approach a solution is reached without seeking to cooperate with the other members. Compromising conflict handling involves considering each person’s views and incorporating them in the ultimate solution. When a group is in an unsettled state with competing interests form various members, it is important to consider the various positions of the members devoid of any bias and come up with the best solution, thus, it requires a moderate level of assertiveness. It is usually results to a lose-lose scenario where neither of the party achieves what they desired. Accommodating is where a solution is reached through extensive co-operation. There is usually an element of self-sacrifice. It involves generously adopting another person’s views and ideas. Avoiding on the other hand, is where you simply avoid the issue, thus, none of the views is considered or pursued. Thus, on the basis of the above analysis, it is apparent that the most appropriate conflict handling style relevant in the disagreement regarding the price entry strategy is collaborating. This involves identifying all the views from the various members, and then exploring the disagreements, with a thorough analysis of each of them. Eventually, a mutually acceptable solution has to be achieved. The solution may partially satisfy both parties. In other words, collaborate enhances the co-cooperation among the members enabling them to understand diverse concerns and views with the aim of finding a mutually and completely satisfactory solution. In conclusion, in handling conflicts that arise during group interaction, it is important to recognize the significance of communication. Through communication, group members are able to air their views and concerns amicably. Thus, it is important to develop proper communication skills. This includes carefully listening to other people’s views without interruption, giving everyone a chance to speak, and avoid criticizing other peoples’ view. In case of any conflict, there is need to apply an appropriate conflict management style(Rahim, 2010). This may be done by analyzing the nature of the conflict, the people involved, the theme of the conflict, and the effects of the solution to be made, among others. I would therefore make the following recommendations to the company. The first recommendation is that, basing on the disagreement involving pricing strategy, the company should adopt a pricing strategy that is feasible with the company’s requirements as well as capturing the needs of the members in the sales and marketing group. This may be done through choosing the best conflict management method which will ensure that none of the group members is dissatisfied with the solution arrived at. Consequently, this will ensure that members remain committed and focused as they feel part and parcel of the decision made. This is geared towards ensuring that the goals of the company with regards to the new product are achieved. Collective participation is also recommended. In this regards, the company should endeavor to ensure that everyone involved participated both actively and positively towards the implementation of the identified solution. Members should be carefully listened to, and feedback has to be provided. Any deviations should be corrected promptly, and changes have to be embraced without any stringency. References Burrow, L. J., Everard, K. E., & Kleindl, B 2007, Business principles and management, South-Western Educational Pub, Boston. Ferrel, O. C., & Hartline, M. (2010). Marketing strategy. (5 ed., pp. 257-261). Boston: South-Western College Publishing. Nicotera, A. M. (1995). Conflict and organizations: Communicative processes. (pp. 28-39). New York: State University of New York Press. Rahim, A. M. (2010). Managing conflict in organizations. (4 ed., pp. 34-41). New Jersey: Transaction Publishers. Stacey, R., & Griffin, D. P.(2008). Complexity and the experience of values, conflict and compromise in organizations. (1 ed., pp. 11-18). New York: Routledge. Weygandt, E. K., Kimmel, D. P., & Kieso, D. E. (2009). Managerial accounting: Tools for business decision making. (pp. 61-74). New Jersey: Wiley. Read More