Directing a Dissatisfied Manager
Rashmi Joshi had been a district sales manager with Fine Productions for ten years. She was recognised by her peers and supervisors as a person who managed department in a good way. However, everyone realised that Rashmi was extremely ambitious and was seeking a higher-level management position. When one of her sales representatives did a good job, she would attempt to take the credit. However, if a problem arose, she thought it was not her fault.
When the marketing manager retired, Rashmi applied for the position. The company decided to do a thorough search because of the responsibility and importance associated with the position. When the search was concluded, the decision was made to fill the position by a person from outside the company. The consensus of top management was that Rashmi, although a good district sales manager might have difficulties in working with her new peer groups. They felt that she might displease the other managers if she tried to take credit for their work and, as a result, their performance would suffer. Rashmi was heart-broken. She had wanted that particular job for a long time and had dedicated all her energies towards obtaining it.
She became very despondent and her work deteriorated. The department functioned inspite of her, not because of her. Decisions were made slowly if at all and she began to be late with her sales reports. Although her sales staff continued to be productive, Rashmi could not take the credit.
When the new marketing manager took over, one of the first major problems that he confronted was how to motivate and inspire Rashmi to her former level of performance. He recognised that Rashmi had been with the company for a long time but something had to be done to motivate her to perform really well.
Rashmi's behaviour after not getting the promotion illustrates a lack of which management concept?
Answer & explanation
Correct answer: option 2
The correct answer is Option (2) → Motivation
Option (1) Coordination — Incorrect. Coordination links the work of different people and departments. The department went on working, so the missing link was not between people.
Option (2) Motivation — Correct. Motivation means stirring people to act willingly to achieve the goals of the organisation. Rashmi had managed well for ten years, so she had the skill. After losing the promotion she lost the desire to perform. The new manager’s task is to motivate and inspire her back to her old level.
Option (3) Planning — Incorrect. Planning decides in advance what is to be done. Her problem was not a lack of plans.
Option (4) Controlling — Incorrect. Controlling compares performance with standards. It can show that her work has fallen, but it cannot bring back her will to work.
Note: The passage is the NCERT case study ‘Directing a Dissatisfied Manager’, which has been reproduced by NTA in the exam.
NCERT (2026-27 Edition): “Directing a Dissatisfied Manager … When the new marketing manager took over, one of the first major problems that he confronted was how to motivate and inspire Rashmi to her former level of performance. He recognised that Rashmi had been with the company for a long time but something had to be done to motivate her to perform really well.” “Motivation The case of Rashmi reveals an important fact of managerial work; it is not always possible to get the best of work from employees merely by exercising formal authority. …” |