Airport Campus

Student’s Name &

ID:
Organizational
Subject: Behavior Submission Day: Saturday
Instructor: Ather Qadeer Submission Date: 13th of June, 2020
Program: BBA Submission Time: 06.00 PM (Before)
Section: Tuesday Max. marks: 40

Department of Business Administration

Final Exam (Take Home) – Spring 2020

Instructions:

1. Read and attempt all the questions carefully.

2. All questions carry Equal Marks.
3. Organize your work clearly, neatly, and legibly with page numbers in footer.
4. Write answer to each of the questions is mentioned with questions
5. You are not allowed to change the sequence of questions or any part.
6. This exam will test your ability to examine, explain, modify or develop concepts
discussed in class.
7. There are two case studies. Attempt all questions.
8. Exam answers will also be checked through Turnitin for originality.
9. Do not share your answer with any classmate or member. Otherwise, you will be
penalized by deduction in your marks.
10. The total marks for the final exam are 40 marks.
11. We have extended the duration of the exam to give you time to download the paper,
write your answers and upload them.
12. Each student has to submit complete question paper with answers on a Word
Document and submit the soft copy through VLE.
13. Your answer should be typed, double-spaced on standard-sized paper A4. (8.27″ x
11.69″) with 1″ Normal margins on all sides.
14. You should use a clear font that is highly readable; 12 pt. Times New Roman font.

_________________
Instructor's Signature
NAME – ATHER QADEER
SUBJECT – ORGANIZATIONAL BEHAVIOR
COURSE CODE - 012001058
PROGRAM – BBA

QUESTION NO 1 (25 Marks)

CASE STUDY – A TALE OF TWO STARS WITH CONTRASTING PERSONALITIES

Paramount Beauty and Health care products are a company dealing in skin care medicated
products and Contact lenses. Having secured a moderate market share in the chosen segment
they are now in the process of expanding their market share. To meet their objectives they have
inducted a team of 5 sales representatives comprising of 3 boys and 2 girls. The sales
personnel were hired through a proper system of recruitment and selection. The sales team was
given a training of two weeks to improve their soft skills and enhance their product knowledge.
The medical professionals who would be prescribing their products were either Dermatologists
or Ophthalmologists. MR BAIG the marketing director had given autonomy to MR.KHAN the
Regional sales manager to make the final selection of the sales team.
Although the progress of sales team in general was satisfactory yet there were issues in the
sales team regarding two persons. One was the attitude of Sarah Khan and second was lack of
motivation & commitment of Imran Ali. Both of them were among the 5 team members being
inducted having gone through the entire process of recruitment & selection, orientation and
training. Let us probe into the personalities of both Sarah and Imran separately.
1- SARAH KHAN

Sarah Khan a graduate from a leading business university is a confident vibrant personality
who is bestowed with excellent communication skills and very fluent in English. She is
confident, presentable, and smart with the ability to carry herself. She hails from a somewhat
elite background and is well versed in the art of persuasive communication. With her magnetic
personality she has developed informal contacts with leading doctors. In short she is bestowed
with all the requisite skills that are needed in an ideal sales/ marketing person. She was the first
person in the sales team to meet assigned targets. As far as selling skills are concerned she is an
absolute gem.
Despite all the positive traits in her personality there is a dark side. She has become an
enigmatic personality, a concern for the management. She has got a negative side to her
personality. She is extremely egoistic and success has gone to her head. She has developed a
very arrogant attitude with her peers within the organization. She is selfish, self-centered and a
victim of Narcissism. She openly ridicules her team mates and when given a team work she
tends to become a social loafer. In team meetings she ridicules the ideas presented by others
openly displaying a superiority complex and arrogance. Her attitude has gone to that extent that
she openly criticizes the marketing strategies of her boss, none other than the regional sales
manager MR.KHAN.
Her behavior has caused a lot of resentment among her colleagues. The management is
concerned how to deal with her attitude problem especially the zonal sales manager KHAN is
very disturbed how to deal with the issue. He doesn’t want to lose her yet at the same time her
attitude is beyond tolerance.
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 2- IMRAN ALI

IMRAN Ali is another business graduate from a leading institution. His academic record is
more outstanding than Sarah. Imran with his knowledge was outstanding in the training
sessions and during those sessions he was far ahead than his peers in product knowledge and
level of intellect. Management was anticipating that Imran will turn out to be the star of the
team.
But great expectations in his case turned into failed expectations. Imran has so far not been
able to perform anywhere near his potential. After initial failures and dis-appointments he is
lacking in motivation. He was the only team member unable to meet the assigned targets.
Apparently there seems to be nothing wrong with him. He has got adequate product knowledge,
pleasing personality although a bit introverted at times, good sense of humor and always well
dressed. However there is a weakness that has come to the surface that he takes too much stress
and tends to take rejection from the client on a personal level. This is yet another challenging
situation for MR.KHAN to transform an under achiever into a high achiever.
QUESTION FROM THE SCENARIO
a- In your opinion what are the underlying reasons behind Sarah’s behavior? Is it a
psychological problem? ( Approx. 500 words) – 4 marks
b- If you are in place of Zonal sales manager MR.KHAN how would you deal with the
problem? What steps you would take to correct the attitude of SARAH KHAN? Discuss
with sound arguments. ( Approx. 750 words) – 6 marks
c- If despite all of your efforts the attitude of SARAH does not change, would you retain
her in the organization or you will show her the exit? Why or Why not? (Approx. 500
words) – 3 marks
d- Give your analysis why Imran Ali is not performing and lacking in motivation?
( Approx. 500 words) – 4 marks
e- If you are in place of zonal sales manager what steps you would take to raise his
motivation level and convert IMRAN to a high achiever. ( Approx. 750 words) – 5
marks
f- If despite all of your efforts IMRAN is unable to perform would you retain him in the
organization or you will show him the exit? Is there any other option in his case?
(Approx. 500 words) – 3 marks

QUESTION NO 2 (15 marks)

CASE OF A CAPABLE BUT DIS-SATISFIED EMPLOYEE
MARIA HUSSAIN supervised the training department of a local bank for the last 4 years.
She is generally speaking pleased with her team of 4 trainers and one secretary in her unit.
Indeed Maria took pride in her ability to create a high morale and high performing unit.
Early on a Wednesday morning her secretary Sophia knocked at her door and asked to have
a meeting with her. Maria always considered Sophia to be one of her stars and had a liking
for her. Sophia has always gone out of her way to give Maria the much needed support she
needed because of her tight schedule. Maria has given her additional planning activities
which were a part of job enrichment process. By now, Sophia was functioning more as an
administrative aide rather than as a secretary.

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 It was clear Sophia was upset about something as she seated herself in the chair. She would
not look into her supervisor in the eyes. After hesitating for a while Sophia opened up. She
said “Maria you know how hard I work here, I mean to say I am always busy. I don’t see
why I should put in so much effort when I am not rewarded either in terms of monetary
benefits or promotions. I am certainly not pleased with my career prospects. I am doing so
much administrative work without any due recognition that I certainly deserve.” Sophia in a
subtle way told Maria that she would be leaving soon to join an organization where there
are bright future prospects and better salary.
Maria would never like to lose Sophia even if her stance was based on somewhat faulty
reasoning. The raise in Sophia’s salary was in accordance with company policy and the
raise she was demanding in her stature was bit unjustified since she was not meeting the
academic background required for an administrative position.
Maria tried out to figure out what to do?
QUESTIONS FROM THE CASE STUDY
a- Do you think Sophia is justified in her complains? (Approx.500 words) – 4 marks
b- How should Maria respond to Sophia’s salary complain? As a leader what steps she can
take to raise her salary? (Approx. 500 words) - 4 marks
c- How should Maria respond to Sophia’s complain on not getting the promotion she
thinks she deserves? How can Maria guide Sophia to a career path in the organization?
(Approx. 500 words) – 4 marks
d- Should Maria let Sophie leave the organization? Why or Why not? (Approx. 500 words)
– 3 marks

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