Scenario – Nikki Williams

Scenario – Nikki Williams

Nikki Williams was working as the sales manager for Industrial Instruments. Some of the sales executives were showing signs of burnout. They were losing interest in their jobs and were no longer motivated to gain new accounts. The reward system focused on old reliable accounts, but Nikki was now under pressure to expand the customer base. Nikki had recently been to a seminar on corporate value systems. She recognized that the company’s CEO wanted to change the way employees thought about the firm and the way they related to one another. She further recognized that a lasting solution to her problem required a fundamental shift in perception.

1. To affect the value system, Nikki will be working primarily with

a.	the legal-political dimension.
b.	the sociocultural dimension.
c.	the internal cultural dimension.
d.	the economic dimension.
e.	the external dimension.

2. Nikki could use the following to affect the corporate culture:

a.	structured symbolic logic.
b.	stories about political heroes.
c.	stories about company officers, stressing a value.
d.	stories about economic depression.
e.	all of these.

3. Nikki could hold _______, which are planned activities at special events to provide examples of company values.

a.	ceremonies
b.	slogans
c.	symbols
d.	pictures of heroes
e.	none of these

4. Industrial Instruments operates in an environment that requires fast response and high-risk decision making. Which type of culture may be appropriate here?

a.	Consistency
b.	Adaptability
c.	Clan
d.	Achievement
e.	Involvement

Scenario – Melissa Hill

Melissa Hill, sales manager for One-Hit-Wonder Record Company, was trying to create a new strategy to turn around the declining record sales the company was facing. Melissa needed to find a way to find out what the customers really wanted, since One-Hit-Wonder didn’t have accurate information like the competitors did. It was imperative that she find the correct strategy and information because the company was in financial trouble. The company’s President wanted all employees to help find information and work as a team to develop better relationships that might help the company. He also stated that he wanted the company to remain an independent company. Melissa realized that through hard work and team efforts, the company could get back on its feet as soon as they got reliable information.

5. Melissa will be working primarily with

a.	the legal-political dimension.
b.	the labor market.
c.	the internal cultural dimension.
d.	pressure groups.
e.	the sociocultural dimension.

6. The problem Melissa faced was

a.	culture gap.
b.	structural instability.
c.	environmental uncertainty.
d.	company transformation.
e.	legal problems.

7. Which of the following would be the best way for One-Hit-Wonder to decrease its uncertainty?

a.	To create boundary-spanning roles
b.	To eliminate interorganizational partnerships
c.	To merge with another company
d.	To create a joint venture
e.	None of these

8. Which of the following best describes One-Hit-Wonder’s culture?

a.	Clan culture
b.	Achievement culture
c.	Consistency culture
d.	Adaptability culture
e.	None of these