2/22/21

Luiss
Libera Università Internazionale
degli Studi Sociali Guido Carli

Organizational Issues in Marketing & Sales

MRC Case

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MRC Case

In-class activity
• Keep the distance! – Make your group

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Task – Summary (see handout for details)

• Read MRC Case (learn luiss) – Individual read 5 min

• Your task is to build an organizational chart for key clinical staff at MRC.
• Your goal is to design an organizational structure that has effective
communication, minimal destructive conflict between groups, customer
responsiveness and job satisfaction for workers.
• You can find the key jobs that are directly involved in patient care. The number
of people currently employed for each job is provided in parentheses.
• Note: You are allowed to create up to 4 new positions should you wish to do so in
addition to the existing ones.

MRC – Chart 1

Source: Baker (2019, p. 198 )

Titolo della Presentazione/Sezione 6

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MRC – Chart 2

Source: Baker (2019, p. 198 )

Titolo della Presentazione/Sezione 7

MRC – Chart 3

Source: Baker (2019, p. 199 )

Titolo della Presentazione/Sezione 8

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Functional Structure (U-form)

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Functional Structure (U-form)

STRENGTHS: WEAKNESSES:

§ Allows economies of scale within § Slow response time to environmental

functional departments changes

§ Enables in-depth knowledge and skill § May cause decisions to pile on top, hierarchy
development overload

§ Enables organization to accomplish § Leads to poor horizontal coordination

functional goals among departments

§ Is best with only one or a few products § Results in less innovation

§ Involves restricted view of organizational

goals

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Multi-Divisional Structure (M-form)

Multi-Divisional Structure (M-form)

STRENGTHS: WEAKNESSES:
§ Suited to fast change in unstable § Eliminates economies of scale in
environment functional departments
§ Leads to client satisfaction § Leads to poor coordination across
§ High coordination across functions product lines

§ Allows units to adapt to differences in § Eliminates in-depth competence and

products, regions, clients technical specialization
§ Best in large organizations with several § Makes integration and standardization
products across product lines difficult
§ Decentralizes decision-making § Redundant/duplicated activities

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Matrix Organization

Matrix Organization

STRENGTHS: WEAKNESSES:

§ Achieves coordination necessary to meet dual § Causes participants to experience dual authority,
demands from customers which can be frustrating and confusing

§ Flexible sharing of human resources across § Means participants need good interpersonal
products skills and extensive training

§ Suited to complex decisions and frequent § Is time consuming; involves frequent meetings
changes in unstable environment and conflict resolution sessions

§ Provides opportunity for both functional and
product skill development
§ Best in medium-sized organizations with multiple
products
§ Will not work unless participants understand it
and adopt collegial rather than vertical-type
relationships
§ Requires great effort to maintain power balance

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Luiss
Libera Università Internazionale
degli Studi Sociali Guido Carli

Q&A
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Instructions on learning platform for next session

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