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Going Hi-tech at DrugDiv - Essay Example

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This discussion talks that keeping up with the fast pace of our world today entails a lot of adjustment. This is especially true in business where one needs to be a step ahead of the competition. The use of technological advances is known to facilitate things and with precision, at that…
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Going Hi-tech at DrugDiv
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Download file to see previous pages The employees underwent intensive computer training for at least three days.Management was pleased with their efforts of what seemed like upgrading their division with technological advances. On the other hand, the sales representatives were disgruntled with the additional work of logging into technology and being less efficient due to their adjustment to the new tasks at hand. Glitches were also experienced with regards to the database, thereby losing prospective clients. They find themselves spending so much time learning to make their computers work, taking the time they need to do their real job which was sales. On top of that, they felt they were “ball-chained” to their supervisors who were able to reach them anytime through their computers and mobile phones, demanding reports more often than before. The sales reps were finding out for themselves that the introduction of technology in their jobs was more of a hassle than a help.
Management-side stuck to their guns refusing to see systems failure. Instead, they attributed the data errors in the database as human failure to encode data correctly. This caused more conflict and division among the management and sales force. Meanwhile, the company was not doing very well in terms of service to customers and therefore, projected profits were low.
The case study was concluded with management’s lack of commitment to involve the sales force. Grievances of the sales reps regarding heavy workload and increased control over their activities remained issues that management did not deal with.
The prevailing organizational problems seen in the case study was a violation of a “psychological contract”, breakdown in communication in the introduction of technology in the sales work, ineffective transfer of knowledge of the benefits of technology use. ...Download file to see next pagesRead More
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