The Engro Zarkhez Challenge 2011 / Sara Alvi, Arif N. Butt, Anwar Khurshid & M. Athar Siddiqui.

Format:

Book

Author/Creator:

Alvi, Sara, author.

Butt, Arif Nazir, author.

Anwar, Khurshid, author.

Siddiqui, M. Athar, author.

Series:

SAGE knowledge. Cases.

SAGE Knowledge. Cases.

SAGE knowledge. Cases

Language:

English

Subjects (All):

Mentoring in business--Case studies.

Mentoring in business.

Communication in management--Case studies.

Communication in management.

Genre:

Case studies.

Physical Description:

1 online resource : illustrations (black and white, and colour).

Place of Publication:

[London] : SAGE, 2016.

System Details:

text file

Summary:

The case aims at highlighting the intra organizational challenges faced by Engro Marketing team for attaining sales targets. The problem is of goal incongruence and lack of communication regarding sales targets in the organization. Additionally, the structural changes which had added a new layer of management of Area Marketing Managers (AMMs) in Engro led to role ambiguities between the Area Marketing Managers (AMM) and the Zonal Marketing Managers (ZMM). The main challenges that Engro faces are: an urgent need for differing viewpoints on sales targets to converge to a joint goal setting pattern; and the need for up-grading of skills by AMM and ZMM with repect to increased listening and communication, facing and appreciating work-related conflict, and working out interpersonal frictions.

Notes:

Originally Published in: Alvi, S., Butt, A. N., Khurshid, A., & Siddiqui, M. A. (2013). The Engro Zarkhez challenge 2011. Asian Journal of Management Cases, 10(1), 15-34. DOI: 10.1177/0972820112471259.

No ILL or scholarly sharing allowed.

Description based on online resource; title from home page (viewed on May 3, 2016).

ISBN:

9789351508380

OCLC:

1017732839

Access Restriction:

Restricted for use by site license.