Page 294 - DCOM102_DMGT101_PRINCIPLES_AND_PRACTICES_OF_MANAGEMENT

Principles and Practices of Management

Notes the organisations. Leaders must understand differences in worldviews, communication
styles, ethics and etiquette of the people they deal with both internally and externally.
Understanding different cultures: According to Richard D Lewis, the different nations and
cultures can be put into three groups:

1. Linear-active: In these cultures, people focus on a scheduled timeline and like to do
one thing at a time. The people in these cultures are task-oriented planners.
2. Multi-active: People belonging to these cultures are more focused on interactions
and dialogues. Meetings are given priorities and discussions and dialogues help to
build relationship and it is this relationship that determines what comes out of work.
3. Reactive: People belonging to this type of culture are more introverted. They are
respect-oriented listeners and concentrate on what people have to say without
interruption and even if they interrupt it is rarely done. People in these cultures
usually express their ideas in a passive voice.

Case Study A Purchase Manager's Troubles

Description
I (Purchase Manager) am faced with a dilemma. I am not between the devil and the deep
sea-I am in the deep sea and the devil is waiting on the shore.
Well, the purchases in most industries are based on the production programme which in
turn is based on the sales forecast. Now firstly, the production has fallen far short of the
target and secondly, the sales forecast has failed to materialize into firm orders. The net
result is that the financial position of the company has been badly shattered. So much so,
even the bills for supplies already made are not being paid in accordance with the terms
stipulated in the purchase orders. The suppliers, having made unsuccessful attempts with
the Accounts Department, are playing hell with the purchase officers.
Supplier 'A': (Extract from a letter)
"We regret that our above bill has still not been paid even though the supplies were made
over a month ago and, as per the agreed terms, full payment was to be made within 2
weeks from the date the supplies are effected." (Neither this letter nor the numerous
subsequent reminders are replied to.)
Supplier 'A': (Extract from another letter)
"It is indeed a matter of surprise and regret that the payment against our above bill, now
overdue by over 4 months, has still not been released. We have sent countless reminders,
which have not been acknowledged. We fail to appreciate such an attitude from a firm of
your repute. We are sorry to advise that unless our payment is released immediately, we
shall have no other alternative but to discontinue all further supplies and hand over the
case to our legal section for realization of our dues together with interest accrued thereon."
Supplier 'B': (Local firm-during a personal visit to the office)
"You tell me to go to your accounts department and they tell me to come to you. Well, I am
not concerned with your internal affairs. You placed the order and your man collected the
Contd...

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