Sam works for Alpha Pharma Ltd. Alpha Pharma is a 40 year old traditional company which manufactures pharmaceutical products ranging from antibiotics to cough syrups. Sam is a Medical representative and has to make on an average 10 calls per day to promote the company’s products to doctors. He has been working with the company for past 4 years. He is smart employee who has marketed the company’s products well. However, Sam hates if someone were to point his flaws. He has often argued at his performance appraisal with his boss Sunny, if it has been critical. Sunny finds Sam to be a difficult person who always expects praise and avoids criticism. Whereas Sam believes that he has been loyal to the company in the face of offers from the competitors, as well as, he has really worked hard for the company. He strongly believes that Sunny should be more encouraging in his approach by praising good work done rather than criticizing him. Sunny on the other hand believes in honestly telling the subordinate where he has gone wrong to help him correct himself in the future. He also believes that too much of praise may make an employee self-complacent. Recently Sunny was taking stock of Sam’s work for the month and he realized that on an average Sam has been making approximately 8-9 calls per day instead of making the standard 10 calls per day. From the records, he found that only on 6 occasions Sam had met the standard of 10 calls per day. So he decided to talk it out to Sam. When Sam met Sunny, he was full of apprehension. He expected criticism and hence had prepared his response well in advance. When Sunny asked him about the number of calls made during the month, Sam immediately said that the new product that he was promoting was a product which faced stiff competition in the market. Obviously, because of this he had to spend more time in convincing the medical practitioners. Sunny seemed to be in doubt about this. Sam further added that he had tried to cover doctors spread over a reasonably large geographical area, which made commuting cumbersome. Sunny was convinced that Sam was not prepared to accept any suggestion for improvement and was instead very defensive. Sunny closed the meeting by clearly sounding Sam on the lapse that had been committed during the month and also advised him to be careful in the future. Sam however thought that Sunny was as usual being critical about him and was simply indulging in nit picking, Questions 1. Define the problem posed in this case. 2. If you were in place of Sam and if you were asked to explain your position what would you do? 3. What advise will you give to Sunny to help him change Sam’s perceptio
Sam works for Alpha Pharma Ltd. Alpha Pharma is a 40 year old traditional company which manufactures pharmaceutical products ranging from antibiotics to cough syrups. Sam is a Medical representative and has to make on an average 10 calls per day to promote the company’s products to doctors. He has been working with the company for past 4 years. He is smart employee who has marketed the company’s products well. However, Sam hates if someone were to point his flaws. He has often argued at his performance appraisal with his boss Sunny, if it has been critical. Sunny finds Sam to be a difficult person who always expects praise and avoids criticism. Whereas Sam believes that he has been loyal to the company in the face of offers from the competitors, as well as, he has really worked hard for the company. He strongly believes that Sunny should be more encouraging in his approach by praising good work done rather than criticizing him. Sunny on the other hand believes in honestly telling the subordinate where he has gone wrong to help him correct himself in the future. He also believes that too much of praise may make an employee self-complacent. Recently Sunny was taking stock of Sam’s work for the month and he realized that on an average Sam has been making approximately 8-9 calls per day instead of making the standard 10 calls per day. From the records, he found that only on 6 occasions Sam had met the standard of 10 calls per day. So he decided to talk it out to Sam. When Sam met Sunny, he was full of apprehension. He expected criticism and hence had prepared his response well in advance. When Sunny asked him about the number of calls made during the month, Sam immediately said that the new product that he was promoting was a product which faced stiff competition in the market. Obviously, because of this he had to spend more time in convincing the medical practitioners. Sunny seemed to be in doubt about this. Sam further added that he had tried to cover doctors spread over a reasonably large geographical area, which made commuting cumbersome. Sunny was convinced that Sam was not prepared to accept any suggestion for improvement and was instead very defensive. Sunny closed the meeting by clearly sounding Sam on the lapse that had been committed during the month and also advised him to be careful in the future. Sam however thought that Sunny was as usual being critical about him and was simply indulging in nit picking,
Questions
1. Define the problem posed in this case.
2. If you were in place of Sam and if you were asked to explain your position what would you do?
3. What advise will you give to Sunny to help him change Sam’s perceptio
2 Q) Explain your view point on any two types of Leadership theories?
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