CHAPTERONE

FUNDAMENTALSOFMANAGEMENT

1.
1Anov
erv
iewofManagement
Weof
tencomeacr
osst
hewor
dmanagementr
efer
ri
ngt
opeopl
ewhor
unent
erpr
isesor
gani
zedasei
thersol
e-
t
radi
ng orpar
tner
shi
pfi
rms.These or
gani
zat
ionsar
e ei
therowner
-managerormanaged bypr
ofessi
onal
manager
s.Buti
nthecur
rentsi
tuat
ionr
equi
repr
ofessi
onal
l
ytr
ainedpeopl
etomanaget
hebusi
ness.Theext
ent
ofsuccesst
hese manager
sachi
eve dependson t
hei
rknowl
edge ofmanagementt
heor
yand i
tsski
l
lful
appl
i
cat
ion.I
nthet
ransi
ti
onf
rom owner
-managedent
erpr
isest
opr
ofessi
onal
-managedent
erpr
ises,pr
ofi
tisno
l
ongert
hesol
eindi
cat
orofsuccess.Themanagementi
sobl
i
gedt
oputupper
for
mancei
nar
easwhi
char
e
concer
nsofgr
oupsot
hert
hanowner
s.Hence,
student
sshoul
dbef
ami
l
iarwi
tht
heconcept
sandact
ionneeded
t
omakesuccessf
ulmanager
s.

1.
2Conceptanddefi
nit
ionofManagement
Managementi
sessenti
alatal
ll
evel
sofanor
gani
zat
ion.Butt
hewor
dmanagementhasbeengi
vendi
ff
erent
i
nter
pret
ati
ons.I
tisusedasanoun,
apr
ocess,
andasepar
atedi
sci
pli
ne.

1.Managementasanoun:I
ngener
alandpopul
arusage,
managementr
efer
stoadi
sti
nctgr
oupofpeopl
e
whodi
rectt
heact
ivi
ti
esofot
herpeopl
eandmat
eri
alr
esour
cest
owar
dtheat
tai
nmentofpr
edet
ermi
ned
goal
s.Gi
vi
ngaBr
oadermeani
ngt
oit
,onecanl
ookatmanagementasar
esour
ce,
asy
stem ofaut
hor
it
y,
andacl
assofel
i
te.
2.Managementasaneconomi
cresour
ce:Theeconomi
st'
svi
ew ofmanagementi
sthati
tisaf
act
orof
pr
oduct
ionj
ustl
i
keent
repr
eneur
shi
p,capi
talandl
abor
.Themanager
ialr
esour
ce,t
oal
argeext
ent
,
det
ermi
nesor
gani
zat
ionalef
fect
ivenessandef
fi
ciency
.Hencei
nady
nami
cenv
ironmentmanager
ial
dev
elopmenti
smor
eimpor
tantandi
tsusemustbemor
eint
ensi
ve.
3.Managementasasy
stem ofaut
hor
it
y:Managementi
sasy
stem ofaut
hor
it
yint
hesenset
hati
tconsi
sts
ofat
eam ofmanager
swhoar
eresponsi
blef
ormaki
ngdeci
sionsandsuper
visi
ngt
hewor
kofot
her
s.
Manager
satdi
ff
erentl
evel
spossessv
ary
ing degr
ee ofaut
hor
it
y.Hi
gherl
evelmanager
smanage
manager
satmi
ddl
elev
els.Mi
ddl
eandl
owerl
evelmanager
ssuper
viseandcont
rolt
hei
rsubor
dinat
e
manager
sandwor
ker
s.
4.Managementas a cl
ass ofel
it
e:Soci
ologi
stsv
iew managementas a cl
ass and st
atus sy
stem.
I
ncr
easi
ngcompl
exi
tyofmanagementi
nthemoder
ncompl
exor
gani
zat
ionhasl
edt
omanager
sbei
ng
r
egar
dedasadi
sti
nctcl
assi
nsoci
ety
,whopossessknowl
edgeandski
l
lofhi
gheror
der
.Accesst
o
manager
ial
posi
ti
onsi
sbasedonachi
evementcr
it
eri
a,r
athert
hanonascr
ipt
ivecr
it
eri
a(i
.e.onf
ami
l
yand
soci
alor
igi
ns)
.Thi
sdev
elopmenti
svi
ewedbysomeasmanager
ialr
evol
uti
oni
nwhi
cht
hemanager
ial
cl
asst
hreat
enst
obecomeaut
onomousgr
oupswi
thi
ncr
easi
ngamountofpower
.Ot
her
svi
ew t
his
dev
elopmentnotwi
thal
arm becausei
ncr
easei
npowerofmanager
sat
tract
smor
eoft
hem,whi
ch
pr
event
smanager
ial
aut
ocr
acy
.

1|Page
 5.Managementasapr
ocess:I
nter
pret
edasapr
ocess,Managementconsi
stsofaser
iesofi
nter
-r
elat
ed
manager
ialact
ivi
ti
escl
assi
fi
edi
ntov
ari
ousf
unct
ionswi
thasy
stemat
icappr
oach,soast
oint
egr
ate
phy
sicalandhumanr
esour
cei
ntoanef
fect
iveoper
ati
nguni
t.Managementi
sthus,r
egar
dedast
he
pr
ocessbywhi
chaco-
oper
ati
vegr
oupdi
rect
sact
iont
owar
dscommongoal
s.
6.Managementasadi
sci
pli
ne:Anot
herconnot
ati
onofmanagementi
sthati
tisasepar
atedi
sci
pli
ne
hav
ingasy
stemat
izedbodyofknowl
edgewhi
chmanager
susei
nper
for
mingt
hei
rjobs.Asasepar
ate
f
iel
dofst
udy
,managementi
ncl
udest
hepr
inci
plesandpr
act
iceofgener
almanagementaswel
lasoft
he
v
ari
ousf
unct
ionsofmanagement
.Ithasdev
elopedi
tsownt
echni
quesandappr
oaches.Thet
heor
eti
cal
f
oundat
ions ofmanagementhav
e ev
olv
ed on t
he basi
s ofex
per
ience,obser
vat
ion and sci
ent
if
ic
i
nvest
igat
ions.

Howev
er,managementasadi
sci
pli
nehasal
onghi
stor
y;t
her
ear
enocommonagr
eement
samongi
tsexper
ts
andpr
act
it
ioner
sabouti
tspr
eci
sedef
ini
ti
ons.Var
iousmanagementschool
sorschol
arsdef
inedmanagement
f
rom t
hei
rper
spect
iveandexper
iences.Themostcommondef
ini
ti
onofmanagementt
hathav
ebeendef
inedby
di
ff
erentschool
soft
houghtar
e;

1.Pr
ocessSchool
:Thepr
ocessSchooldef
inesmanagementi
nter
msoff
unct
ionsunder
takenbyt
hemanager
i
nani
ntegr
atedwayt
oachi
eveor
gani
zat
ionalpur
poses.Accor
dingt
oHenr
iFay
ol,
tomanagei
stof
orecastand
pl
an,t
oor
gani
ze,t
ocommand,t
ocoor
dinat
eandt
ocont
rol
.Al
lot
herdef
ini
ti
onsofmanagementr
elat
edt
othi
s
school
aremar
ginal
addi
ti
ons,
del
eti
ons,
orel
abor
ati
onsoft
hef
unct
ionsl
i
stedouti
ntheabov
edef
ini
ti
on.

2.HumanRel
ati
onsSchool
:Thi
sschoolemphasi
zest
hehumanaspectofor
gani
zat
ionandconcei
vesi
tasa
soci
alsy
stem.I
tisasoci
alsy
stem becausemanager
ialact
ionsar
epr
inci
pal
l
yconcer
nedwi
thr
elat
ionsbet
ween
peopl
e.I
nfact
,managementi
sconcer
nedwi
thdev
elopmentofpeopl
eandnott
hedi
rect
ionoft
hings.The
essenceoft
hisschooli
swel
lref
lect
edi
nthedef
ini
ti
onofLawr
enceAppl
eyt
owhom managementi
sthe
accompl
i
shmentofr
esul
tst
hrought
heef
for
tsofot
herpeopl
e.

3.Deci
sionSchool
:TheDeci
sionSchooldef
inesmanagementasr
ule-
maki
ngandr
ule-
enf
orci
ngbody
.Inf
act
t
hel
i
feofamanageri
saper
pet
ualchoi
cemaki
ngact
ivi
tyandwhat
everamanagerdoes,hedoest
hroughhi
s
deci
si
ons.Mor
eov
er,deci
sionmaki
ngpowerpr
ovi
desady
nami
cfor
cef
ormanager
stot
ransf
ormt
her
esour
ce
ofbusi
nessor
gani
zat
ioni
ntoapr
oduct
iveandcooper
ati
veconcer
n.

4.Sy
stem andCont
ingencySchool
:Accor
dingt
othi
sschool
,or
gani
zat
ionsl
i
keanyl
i
vingor
gani
sm mustadapt
t
hemsel
vest
othei
renv
ironment
sforsur
viv
alandgr
owt
h.Thus,managementi
nvol
vesdesi
gni
ngor
gani
zat
ions
adapt
abl
etochangi
ngmar
ket
s,t
echnol
ogyandot
hercr
it
icalenv
ironment
alf
act
ors.Thesy
stemst
heor
yof
or
gani
zat
ionsar
eor
gani
candopensy
stemsconsi
sti
ngofi
nter
act
ingandi
nter
dependentpar
tsandhav
inga
v
ari
etyofgoal
s.Manager
sar
esupposedt
omai
ntai
nbal
anceamongt
heconf
li
cti
ngobj
ect
ives,goal
sand
act
ivi
ti
esofmember
soft
heor
gani
zat
ion.Hemustachi
ever
esul
tsef
fi
cient
lyand ef
fect
ivel
y.Accor
ding
Cont
ingencySchoolt
her
eisnobestwayt
odesi
gnor
gani
zat
ionsandmanaget
hem.Manager
sshoul
ddesi
gn
or
gani
zat
ions,def
ine goal
s and f
ormul
ate pol
i
cies and st
rat
egi
es i
n accor
dance wi
tht
he pr
evai
l
ing

2|Page
env
ironment
alcondi
ti
ons.

Di
ff
erentschool
soft
houghtdef
inedmanagementdi
ff
erent
lyduet
othr
eer
easons:1.Di
ff
erencei
nper
spect
ives
ofmanagementandor
gani
zat
iont
heor
ies,
2.shi
ft
sinemphasi
sint
hest
udyoft
heor
gani
zat
ionf
rom economi
c
andt
echni
calaspect
stoconcept
ualandhumanaspect
s,and3.f
ocusoni
nter
nalandext
ernalenv
ironment
sof
t
heor
gani
zat
ion.

I
ngener
al,t
hef
oll
owi
ngar
esomeoft
hecommonandmostwi
del
yuseddef
ini
ti
onsofmanagementgi
venby
di
ff
erentschol
arsofmanagement
.
 Managementi
stheartofget
ti
ngthi
ngsdonethrough/wi
thpeopl
ei nafor
mall
yor
gani
zedgr
oup.
 Managementis setofactivi
ti
es (
incl
udi
ng planni
ng & deci
sion maki
ng,or
gani
zi
ng,l
eadi
ng and
controll
i
ng)directedatanor gani
zati
on’sresources( human,f inance,physicalandinfor
mation)wi
ththe
aim ofachi
evingor ganizat
ionalgoalsinaneffectiveandef fi
cientmanner .
 Managementi st heartofknowi ngwhaty ouwantt odoi nthebestandcheapestway .
 Managementi st heprocessofpl anning,or
ganizing, staffi
ng,direct
ing/leadingandcontrol
l
ingtheuseof
resourcesef
fectivelyandeconomi callyt
oattai
nobj ectives.
 Managementi sthear tofsecur i
ngmaxi mum r esul tswi t
hmi nimum ef fort
ssoast osecuremaximum
happinessandpr osperityf
orempl oyerandempl oy ee; andtogi vebestser v
icestothepubli
c.
 Managementi st heprocessofwor kingwith/t hroughot herst oeffecti
velyachievetheorgani
zati
ons
obj
ect
ivesbyef
fi
cient
lyut
il
izi
ngscar
cer
esour
cesoft
heor
gani
zat
ioni
nthi
schangi
ngenv
ironment
.
 Managementi
sthepr
ocessofdesi
gni
ngandmai
ntai
ninganenv
ironmenti
nwhi
chi
ndi
vi
dual
s,wor
king
t
oget
heri
ngr
oups,
eff
ect
ivel
yaccompl
i
shsel
ect
edai
ms.
Ther
ear
esev
eraldef
ini
ti
onsofManagement
;butt
heyal
lar
efundament
all
ythesame.Amongt
hemany
,some
ar
e:
a) Managementi
sthepr
ocessofcoor
dinat
ingal
lresour
cest
hrought
hef
ivemaj
orf
unct
ionsofpl
anni
ng,
or
gani
zi
ng,
staf
fi
ng,
dir
ect
ing/
leadi
ngandcont
rol
l
ingt
oachi
eveor
gani
zat
ional
goal
s/desi
redobj
ect
ives.
.
I
ntheabov
edef
ini
ti
ont
her
ear
ethr
eekeyconcept
s
) Coor
i dinat
ionofal
lresour
ces–manager
sshoul
dcoor
dinat
ether
esour
cesofanor
gani
zat
ion.These
r
esour
cesmaybehumanornon-
human.
) Thef
i
i ivemanager
ialf
unct
ions–Tocoor
dinat
ether
esour
cesofanor
gani
zat
ionamanagershoul
d
empl
oy/
uset
hef
ivemanager
ial
funct
ions.
i
i
i)Obj
ect
ives–ar
ether
easonf
ort
heest
abl
i
shmentofor
gani
zat
ionsandmanagementi
susef
ulf
or
achi
evi
ngt
hesegoal
s.Managi
ng/
managementi
sconcer
nedwi
thpr
oduct
ivi
ty:ef
fect
ivenessand
ef
fi
ciency
.Ther
ear
epoi
ntst
obemeet
,tar
get
stobeshotorpl
acest
ober
eached.Al
lor
gani
zat
ions
est
abl
i
shav
ari
etyofgoal
sanddi
rectt
hei
rener
giesandr
esour
cest
oachi
evet
hem.
- Pr
ofi
tor
ient
edbusi
ness→ Ret
urnonI
nvest
ment(
ROI
)goal
s
- Hospi
tal
→ Pat
ientcar
e
- Educat
ional
inst
it
uti
on→ Teachi
ng,
resear
ch&communi
tyser
vice.
Al
lor
gani
zat
ionsal
sohav
eresour
cest
hatcanbeusedt
omeett
heseobj
ect
ives.Suchr
esour
cescanbe
cl
assi
fi
edi
nto:humanandnon-
human,andmanagementi
sthef
orcet
hatuni
fi
est
heser
esour
ces.I
tist
he
pr
ocessofbr
ingi
ngt
hem t
oget
herandcoor
dinat
ingt
hem t
ohel
paccompl
i
shor
gani
zat
ional
goal
s.
3|Page
b) Managementi
sthear
tofget
ti
ngt
hingsdonet
hroughot
herpeopl
ebymaki
ngt
heat
mospher
econduci
vef
or
ot
her
s.I
tist
hepr
ocessofget
ti
ngt
hingsdonet
hroughot
her
s,andt
hispr
ocessput
semphasi
sonbot
hthe
obj
ect
ivest
obeat
tai
nedandt
hepeopl
ewhowi
l
lbepur
sui
ngt
hem.
→ anef
fect
ivemanagerf
ocusesonbot
hwor
kandpeopl
e.
→t
hej
obofev
erymanageri
stoachi
eveor
gani
zat
ional
goal
sthr
ought
hecombi
nedef
for
tsofpeopl
e.
c) Managementi
stheut
il
izat
ionofsci
ent
if
ical
l
yder
ivedpr
inci
plest
oexami
neandi
mpr
ovecol
l
ect
iveef
for
tsor
pr
oduct
ion.
-Managementappl
i
est
oanyki
ndofor
gani
zat
ion,
tomanager
satal
lor
gani
zat
ional
lev
els.
-Wi
thoutmanagement
,vi
rt
ual
l
ynobusi
nesscoul
dsur
viv
e.
-Managementi
ncr
easest
hev
aluesofourr
esour
ces.
d)Managementi
sthepr
ocessofachi
evi
ngor
gani
zat
ionalgoal
sthr
oughengagi
ngi
nthef
ivemaj
orf
unct
ionsof
pl
anni
ng,
organi
zi
ng,
leadi
ng,
staf
fi
ngandcont
rol
l
ing.Thi
sdef
ini
ti
onr
ecogni
zest
hat
:
- Managementi
sanongoi
ngact
ivi
ty
- Ent
ail
sreachi
ngi
mpor
tantgoal
s,and
- I
nvol
vesknowi
nghowt
oper
for
mthef
ivemaj
orf
unct
ionsofmanagement
.
Manager
s–ar
ethoseper
sonsi
ntheposi
ti
onofaut
hor
it
ywhomakedeci
sionst
ocommi
t(use)t
hei
rresour
ces
andt
her
esour
cesofot
her
stowar
dst
heachi
evementofor
gani
zat
ional
obj
ect
ives.
*Ev
ery
bodyi
sthemanagerofhi
s/hert
ime,
ener
gyandt
alent
s.
Or
gani
zat
ion–i
sagr
oupoft
woormor
epeopl
ebr
oughtt
oget
hert
oachi
evecommonst
atedobj
ect
ives.
Or
gani
zat
ion–t
woormor
eper
sonsengagedi
nasy
stemat
icef
for
ttopr
oducegoodsand/
orser
vices.
1.
2. Si
gni
fi
canceOfManagement
Whydowest
udymanagement
?
Managementi
soneoft
hemosti
mpor
tanthumanact
ivi
ti
es. I
tisessent
ialt
oensur
ethecoor
dinat
ionof
i
ndi
vi
dualef
for
tswher
epeopl
ear
ewor
kingi
ngr
oupt
oaccompl
i
shact
ivi
ti
est
hosecoul
dnotbeachi
evedby
i
ndi
vi
dual
eff
ort
.
Ev
ersi
ncepeopl
ebeganf
ormi
nggr
oupst
oaccompl
i
shai
mst
heycoul
dn’
tachi
eveasi
ndi
vi
dual
s,managi
nghas
becomeessent
ialt
oensur
ethecoor
dinat
ionofi
ndi
vi
dual
s’ef
for
t.Associ
etyhascomet
orel
yincr
easi
ngl
yon
gr
oupef
for
t,andasmanyor
gani
zedgr
oupshav
ebecomel
arge,t
het
askofmanager
shasbeenr
isi
ngi
n
i
mpor
tance. Thebasi
cpur
poseofmanagementi
stoensur
ethator
gani
zat
ionalgoal
sar
eachi
evedi
nan
ef
fect
iveandef
fi
cientmanner
.Ev
eni
tisi
mpor
tantf
orper
sonal
li
fe.
Managementi
sresponsi
blef
ort
hesuccessorf
ail
ureofanor
gani
zat
ion.Thati
s,whenanor
gani
zat
ionf
ail
siti
s
becauseofpoormanagement
,and when an or
gani
zat
ion succeedsi
tisbecauseofgood management
.
Whenev
erandwher
evert
her
eisagr
oupwor
khav
ingst
atedobj
ect
ives,managementi
sneededt
odi
rectand
coor
dinat
ethei
ref
for
ts.Wi
thoutmanagementef
for
twi
l
lbewast
ed.
1.
3.Manager
ialFunct
ionsanOv
erv
iew
Regar
dlessoft
het
ypeoff
ir
m andt
heor
gani
zat
ionall
evel
,al
lmanager
sper
for
m cer
tai
nbasi
cfunct
ions.These
manager
ial
funct
ionsar
ePl
anni
ng,
organi
zi
ng,
staf
fi
ng,
dir
ect
ing/
leadi
ng/andcont
rol
l
ing.
i
. Pl
anni
ng
4|Page
Pl
anni
ngi
sdeci
dingi
nadv
ancewhati
stobedone,
wheni
tist
obedone,
howi
tist
obedoneandwhyi
tist
obe
done.I
temphasi
zest
hef
actt
hati
foneknowswher
ehei
sgoi
ng;
hei
smor
eli
kel
ytogett
her
e.Pl
anni
ngi
nvol
ves
(
i)pr
obl
em-
sol
vi
ngand(
ii
)deci
sion-
maki
ng.Whenev
ert
her
eisapr
obl
em,t
hemanagershoul
dknow what
al
ter
nat
ivesar
ether
etosol
vei
t.Outoft
heal
ter
nat
ivecour
sesofact
ionhehast
ochooset
hemostsui
tabl
eone.
Thi
spr
ocessofmaki
ngchoi
cei
sknownasdeci
sionmaki
ng.Pl
anni
ngr
equi
resdeci
sionst
obemadeonwhat
shoul
dbedone,how i
tshoul
dbedone,whowi
l
ldoi
t,wher
eitwi
l
lbedone,andwhyi
tist
obedone.The
essent
ial
par
toft
hepl
anni
ngconsi
stsofset
ti
nggoal
sandpr
ogr
ammer
sofact
ivi
ti
es.
Pl
anni
ngbr
idgest
hegapbet
weenwher
ewear
etowher
ewewantt
obei
nadesi
redf
utur
e.Pl
anni
ngi
dent
if
ies
goal
sandal
ter
nat
ives.I
tmapsoutcour
sesofact
iont
hatwi
l
lcommi
tindi
vi
dual
s,depar
tment
sandt
heent
ir
e
or
gani
zat
ionf
orday
s,mont
hsandy
ear
stocome.Pl
anni
ngi
sthef
ir
stmanager
ialf
unct
iont
hatal
lmanager
s
engagedi
nbecausei
tlay
sthegr
oundwor
kforot
hermanager
ial
funct
ions.Ev
enot
hermanager
ial
funct
ionshav
e
t
obepl
anned.
.Or
i
i gani
zing:i
sconcer
nedwi
thassembl
i
ngt
her
esour
cesnecessar
ytoachi
eveor
gani
zat
ions’obj
ect
ivesand
est
abl
i
shi
ngt
heact
ivi
tyaut
hor
it
yrel
ati
onshi
p.
I
tist
hemanagementf
unct
iont
hatf
ocusesonal
l
ocat
ingandar
rangi
nghumanandnon-
humanr
esour
cesso
t
hatpl
anscanbecar
ri
edoutsuccessf
ull
y.Resour
cesar
eal
l
ocat
edont
hebasi
sofmaj
orcompanygoal
s.
Pl
anni
nghasest
abl
i
shedt
hegoal
soft
hecompanyandhow t
heyar
etobeachi
eved;or
gani
zi
ngdev
elopst
he
st
ruct
uret
oreacht
hesegoal
s.
I
tist
hroughor
gani
zi
ngf
unct
iont
hatmanager
sdet
ermi
newhi
cht
asksar
etobedone,how t
askscanbestbe
combi
nedi
ntospeci
fi
cjobs,andhowj
obscanbegr
oupedi
ntov
ari
ousuni
tst
hatmakeupt
hest
ruct
ureoft
he
or
gani
zat
ion.I
tinv
olv
escr
eat
ingj
obposi
ti
onswi
thassi
gneddut
iesandr
esponsi
bil
i
ties,
arr
angi
ngposi
ti
onsi
nto
hi
erar
chybyest
abl
i
shi
ngaut
hor
it
y–r
epor
ti
ngr
elat
ionshi
p,det
ermi
ningt
henumberofsubor
dinat
eseachmanger
shoul
d super
vise,det
ermi
ning t
he numberofhi
erar
chi
call
evel
s et
c and t
her
ebycr
eat
e an or
gani
zat
ion.
Or
gani
zi
ngi
snotdoneonceandt
henf
orgot
ten.Ast
heobj
ect
ivesoft
hecompanychange,
theywi
l
linf
luencet
he
st
ruct
ureofmanager
ial
andor
gani
zat
ional
rel
ati
onshi
p.
i
i
i.St
aff
ing:Asi
thasbeenpoi
ntedout
,or
gani
zi
ngi
nvol
vescr
eat
ingj
obposi
ti
onswi
thassi
gneddut
iesand
r
esponsi
bil
i
ties.St
aff
ingi
nvol
vesf
il
li
ngandkeepi
ngf
il
ledt
heposi
ti
onsi
ntheor
gani
zat
ionst
ruct
ure.I
tis
concer
nedwi
thl
ocat
ingpr
ospect
iveempl
oyeest
ofi
l
lthej
obscr
eat
edbyt
heor
gani
zi
ngpr
ocess.I
tbasi
cal
l
y
deal
s wi
thi
nvent
ory
ing t
he peopl
e av
ail
abl
e,announci
ng v
acanci
es,accept
ing,i
dent
if
ying t
he pot
ent
ial
candi
dat
esf
ort
hej
ob,r
ecr
uit
ing,sel
ect
ing,pl
aci
ng,or
ient
ing,t
rai
ningandpr
omot
ingbot
hcandi
dat
esand
exi
sti
ngempl
oyees.
St
aff
ingi
sconcer
nedwi
thhumanr
esour
ceoft
heor
gani
zat
ion.
v.Di
i rect
ing/
leadi
ng:hasbeent
ermedasmot
ivat
ing,
inf
luenci
ng,
gui
ding,
sti
mul
ati
ng,
act
uat
ingordi
rect
ing.I
t
i
sai
medatget
ti
ngt
hemember
sofanor
gani
zat
ionmov
eint
hedi
rect
iont
hatwi
l
lachi
evei
tsobj
ect
ives.
The di
rect
ing f
unct
ion ofmanagementi
ncl
udes gui
ding t
he subor
dinat
es,super
visi
ng t
hei
rper
for
mance,
communi
cat
ingi
nfor
mat
ionandmot
ivat
ing.Amanagershoul
dbeagoodl
eader
.Leadi
ng/
leader
shi
pist
hehear
t
andsoulofmanagement
.Iti
nvol
vesi
nfl
uenci
ngot
her
stoengagei
nthewor
kbehav
iornecessar
ytor
each

5|Page
or
gani
zat
ionalgoal
s;i
.e.
,iti
sinf
luenci
ngpeopl
esot
hatt
heywi
l
lcont
ri
but
etoor
gani
zat
ionandgr
oupgoal
s;i
t
hast
odopr
edomi
nant
lywi
tht
hehuman/
int
erper
sonal
aspectofmanagement
.
Leadi
ngi
ncl
udescommuni
cat
ingwi
thot
her
s,hel
pingt
oout
li
neav
isi
onofwhatcanbeaccompl
i
shed,
prov
idi
ng
di
rect
ion,
andmot
ivat
ingor
gani
zat
ionmember
stoputf
ort
hthesubst
ant
ial
eff
ortr
equi
red.
v.Cont
rol
li
ng:i
sthemeasur
ingandcor
rect
ingofact
ivi
ti
esofsubor
dinat
est
oensur
ethatev
ent
sconf
ormt
o
pl
ans.I
tdeal
swi
thest
abl
i
shi
ngst
andar
ds,measur
ingper
for
mancesagai
nstest
abl
i
shedst
andar
dsanddeal
i
ng
wi
thdev
iat
ionsf
rom est
abl
i
shedst
andar
ds.
Cont
rol
l
ingi
sthepr
ocesst
hroughwhi
chmanger
sassur
ethatact
ual
act
ivi
ti
esconf
ormt
opl
annedact
ivi
ti
es.I
tis
checki
ng cur
rentper
for
mancesagai
nstpr
edet
ermi
ned st
andar
dscont
ained i
nthe pl
an.Cont
rolact
ivi
ti
es
gener
all
yrel
atet
othemeasur
ementofachi
evement
.
1.
4.Lev
elsofManagementandTy
pesofManager
s
I
smanagementt
hesamet
hroughoutanor
gani
zat
ion?YesandNo
Yes:becauseal
lmanager
sper
for
mthef
ivemanager
ial
funct
ions.
No:becausedespi
tet
hef
actt
hatt
heyper
for
m al
lmanager
ialf
unct
ions,
theyper
for
mitwi
thdi
ff
erentemphasi
s
andscope.
Manager
sal
lper
for
mthesamemanagementf
unct
ionsbutwi
thdi
ff
erentemphasesbecauseoft
hei
rposi
ti
oni
n
t
heor
gani
zat
ion.Al
thoughal
lmanager
smayper
for
mthesamebasi
cdut
iesandpl
aysi
mil
arr
oles,t
henat
ure
andscopeoft
hei
ract
ivi
ti
esdi
ff
er.Thesedi
ff
erencesar
ethebasef
ort
hecl
assi
fi
cat
ionofmanager
s.
Manager
scanbedi
vi
dedbasedont
wocr
it
eri
a.Thesear
e:
1)Lev
elsofmanagement(
ver
ti
cal
dif
fer
ence)
2)Scopeofr
esponsi
bil
i
ties(
hor
izont
aldi
ff
erence)
I
.TypesofManager
sbasedonLevel
sofManagement
Ani
mpor
tantdet
ermi
nantofamanager
’sj
obi
shi
erar
chi
call
ev .Lev
el elsr
efert
ohi
erar
chi
calar
rangementof
manager
ialposi
ti
onsorper
sonsi
nanor
gani
zat
ion.Thenumberofmanager
iall
evel
sinanor
gani
zat
iondepends
ont
hesi
zeoft
heor
gani
zat
ion.I
nmostor
gani
zat
ions,
howev
er,
ther
ear
ethr
eedi
sti
nctl
evel
s.Howt
hesel
evel
s
ar
edi
sti
ngui
shed?Whatf
unct
ionsar
eper
for
medateachl
evel
?Andt
her
epor
ti
ngr
elat
ionshi
psar
esomeoft
he
i
ssuest
obeaddr
essed.
Basedonl
evel
sofmanagementorhi
erar
chywedohav
ethr
eet
ypesofmanager
s.Amanager
’sassi
gneddut
ies
andt
heaut
hor
it
yneededt
oful
fi
ll
thosedut
iesar
ewhatdet
ermi
nemanagementl
evel
.

i
.TopLevelManager
s

Top-
lev
elmanager
sar
emanager
swhoar
eatt
het
opoft
heor
gani
zat
ionalhi
erar
chyandar
eresponsi
blef
ort
he
ent
ir
eor
gani
zat
ion.Thet
opl
evelmanagementi
ncl
udest
heboar
dofdi
rect
orsandt
hechi
efexecut
ives.Theyar
e
usual
l
yfewi
nnumberandi
ncl
udet
heor
gani
zat
ion’
smosti
mpor
tantmanager
s-t
heCEOort
hepr
esi
dentand
hi
s/heri
mmedi
atesubor
dinat
esusual
l
ycal
l
edv
ice-
presi
dent
s.Thi
slev
eldet
ermi
nest
heobj
ect
ivesoft
he
Busi
nessasawhol
eandl
aysdownpol
i
ciest
oachi
evet
heseobj
ect
ives(
maki
ngofpol
i
cymeanspr
ovi
dinggui
de
l
i
nesf
oract
ionanddeci
sion)
.Thet
opmanagemental
soexer
cisesanov
eral
lcont
rol
overt
heor
gani
zat
ion.

6|Page
Theyar
efewi
nnumberbecauseoft
henat
ureoft
hewor
ktheyper
for
m andeconomi
cpr
obl
em.Theydealwi
th
t
hebi
gpi
ctur
e,notwi
tht
heni
tt
y-gr
it
ty.Theyar
eresponsi
blef
ort
heov
eral
lmanagementoft
heor
gani
zat
ion.
Theyest
abl
i
shcompany
wideobj
ect
ivesorgoal
s&or
gani
zat
ional
pol
i
cies.Fur
ther
mor
e,t
opmanagement
:
 Devel
opov
eral
lst
ruct
ureoft
heor
gani
zat
ion.

 Di
rectt
heor
gani
zat
ioni
naccor
dancewi
tht
heenv
ironment
.

 Ar
eper
sonswhoar
eresponsi
blef
ormaki
ngdeci
sionsandf
ormul
ati
ngpol
i
ciest
hataf
fectal
laspect
sof
t
hef
ir
m’soper
ati
ons.
 Pr
ovi
deov
eral
ll
eader
shi
poft
heor
gani
zat
iont
owar
dsaccompl
i
shmentofi
tsobj
ect
ives.

 Theyar
eresponsi
blef
ort
heor
gani
zat
ionbecauseobj
ect
ivesar
eest
abl
i
shedandpol
i
ciesar
efor
mul
ated
att
he t
op.Top-
lev
elmanager
stake t
he cr
edi
torbl
ame f
oror
gani
zat
ionalsuccess and f
ail
ures
r
espect
ivel
y.
 Repr
esentt
heor
gani
zat
ioni
ncommuni
tyaf
fai
rs,
busi
nessdeal
s,andgov
ernmentnegot
iat
ions.

 Spentmuchoft
hei
rti
mei
npl
anni
nganddeal
i
ngwi
thmi
ddl
elev
elmanager
sandot
hersubor
dinat
es.

 Wor
klonghour
sandspendmuchoft
hei
rti
mei
nmeet
ingsandont
elephone.
i
i. Mi
ddl
eLev
elManager
s

Mi
ddl
elev
elmanager
soccupyaposi
ti
oni
nanor
gani
zat
iont
hati
sabov
efi
rst
-l
inemanagementandbel
owt
op
management
.Theyi
nter
pretandi
mpl
ementt
opmanagementdi
rect
ivesandf
orwar
dmessagest
oandf
rom f
ir
st
-
li
nemanagement
.

Mi
ddl
eLev
elManager
s:
 Recei
vebr
oad/
over
all
str
ategi
esf
rom t
opmanager
sandt
ransl
atei
tint
ospeci
fi
cobj
ect
ivesandpl
ansf
or
Fi
rst
-Li
neManger
s/oper
ati
ngmanager
s.
 Ar
eresponsi
blef
ort
hepr
operi
mpl
ement
ati
onofpol
i
ciesandst
rat
egi
esdef
inedbyt
opl
evelmanager
s.
Theyi
nter
pretandi
mpl
ementt
opmanagementdi
rect
ivesandf
orwar
dmessagest
oandf
rom f
ir
st-
li
ne
management
.
 Mi
ddl
elev
elmanager
sar
epar
ti
cul
arl
yconcer
nedwi
tht
heact
ivi
ti
esoft
hei
rrespect
ivedepar
tment
s.

 Regar
dlessoft
hei
rti
tl
e,t
hei
rsubor
dinat
esar
emanager
s.

 Of
tencoor
dinat
eandsuper
viset
heact
ivi
ti
esofl
owerl
evel
manager
s.

 Thei
rpr
inci
pal
responsi
bil
i
tyi
stodi
rectt
heact
ivi
tyt
hati
mpl
ementt
hepol
i
ciesoft
heor
gani
zat
ion.
E.
g.Academi
cdeans,
Div
isi
onHead,
Plantmanager
s,Ar
mycapt
ain
i
i
i.Fi
rstLev
elManager
s/Super
visor
yLev
elmanager
s
 Ar
ethoseatt
heoper
ati
ngl
evel
oratt
hel
astl
evel
ofmanagement
.

 Thei
rsubor
dinat
esar
enon-
manager
s.

 Ar
einchar
geofcar
ryi
ngoutt
heday
-to-
dayact
ivi
ti
eswi
thi
nthev
ari
ousdepar
tment
stoensur
ethatshor
t-
t
erm goal
sar
emet
.
7|Page
  Theyar
eresponsi
blef
orov
erseei
ngandcoor
dinat
ingt
hewor
kofoper
ati
ngempl
oyees.

 Assi
gnoper
ati
ngempl
oyeest
ospeci
fi
ctasks.

 Ar
emanager
sonwhi
chmanagementdependsf
ort
heexecut
ionofi
tspl
ansi
ncet
hei
rjobi
stodealwi
th
empl
oyeeswhoact
ual
l
ypr
oducet
heor
gani
zat
ion’
sgoodsandser
vicest
oful
fi
ll
thepl
an.
 Ar
edi
rect
lyr
esponsi
blef
ort
hepr
oduct
ionofgoodsandser
vices.

 Mot
ivat
esubor
dinat
est
ochangeori
mpr
ovet
hei
rper
for
mance.

 Ser
veasabr
idgebet
weenmanager
sandnon-
manager
s.

 Spentmuchoft
hei
rti
mei
nleadi
ngandl
i
ttl
einpl
anni
ng.
E.
g.Sect
ionHeads,
super
visor
yper
sonnel
,Sal
esmanager
s,Loanof
fi
cer
s,For
eman.
 -Ar
eof
tennei
therf
ishnorf
owl–nei
thermanagementnorl
aborbecauset
heyf
eelgr
eatdealofempat
hy
f
ort
hei
rsubor
dinat
es(
whi
chst
emsf
rom cl
oseper
sonalcont
actandt
hef
actt
hatmostsuper
visor
shav
e
comeupf
rom t
her
anksofl
abor
)andt
heyar
ether
etor
efl
ectt
hecompany
’spoi
ntofv
iew t
othei
r
subor
dinat
es.Andt
hati
swhyFi
rst
-Li
neManger
sar
ecal
l
ed“
Peopl
eint
heMi
ddl
e”.
Al
lmanager
scar
ryoutmanager
ialf
unct
ions.Howev
er,
thet
imespentf
oreachf
unct
ionv
ari
esaccor
dingt
othei
r
manager
ialhi
erar
chy
.Top-
lev
elmanager
s spend mor
eti
me on pl
anni
ng and or
gani
zi
ng t
han l
ower
-l
evel
manager
s.Leadi
ng,ont
heot
herhand,t
akesagr
eatdealoft
imef
orf
ir
st-
li
nemanager
s.Thedi
ff
erencei
nti
me
spentonst
aff
ingandcont
rol
l
ingv
ari
esonl
ysl
i
ght
lyf
ormanager
satv
ari
ousl
evel
s.

Top

ng
ng

ng

ng

i
anni

ng

l
ol
zi

i
f

ect
gani

af

r
Cont
Pl

St

Mi
ddl
e
r
Di
Or

Fi
rst
-l
ine

Or
gani
zat
ional
Hier
archy Ti
mespentoncar
ryi
ngoutmanager
ial
funct
ions

Fi
g.1.
1Ther
elat
ivei
mpor
tanceoft
hemanager
ialf
unct
ionsatdi
ff
erentl
evel
s
I
I.TypesofManager
sbasedonscopeofr
esponsi
bil
it
y
Basedont
hescopeofr
esponsi
bil
i
ty/
act
ivi
ti
est
heymanage,
manager
sar
edi
vi
dedi
ntot
wo:
i
.Funct
ionalManager
s
Funct
ionalmanager
sar
emanager
swhoar
eresponsi
blef
oradepar
tmentt
hatper
for
msasi
ngl
efunct
ionalt
ask
andhasempl
oyeeswi
thsi
mil
art
rai
ningandski
l
ls.Super
viseempl
oyees(
manager
s+wor
ker
s)wi
thspeci
ali
zed
ski
l
lsi
nspeci
fi
car
easofoper
ati
onssuchasaccount
ing,pay
rol
l
,fi
nance,mar
ket
ing,pr
oduct
ion,orsal
eset
c.
They ar
eresponsi
blef
or onl
y one or
gani
zat
ionalact
ivi
ty;i
.e.t
hei
rresponsi
bil
i
tyi
sli
mit
ed t
othei
r
speci
ali
zat
ion/
speci
fi
cat
ion.
i
i
.Gener
alManager
s
8|Page
Gener
alManager
sar
emanager
swhoar
eresponsi
blef
orsev
eraldepar
tment
sthatper
for
m di
ff
erentf
unct
ions.
Theyar
eresponsi
blef
ort
heent
ir
eoper
ati
onsoft
heor
gani
zat
ionwi
thoutbei
ngspeci
fi
c.
Ov
erseeacompl
exuni
t,suchasacompany
,asubsi
diar
y,orani
ndependentoper
ati
ngdi
vi
sion.S/
hewi
l
lbe
r
esponsi
blef
oral
lact
ivi
ti
esoft
hatuni
t,suchasi
tspr
oduct
ion,
mar
ket
ing,
sal
esandf
inance.

1.
5.Manager
ialRol
esandSki
ll
s
Rol
eisanor
gani
zedsetofbehav
ior
sthati
sassoci
atedwi
thapar
ti
cul
arposi
ti
onorof
fi
ce.I
tisapat
ter
nof
behav
iorexpect
edbyot
her
sfr
om aper
sonoccupy
ingacer
tai
nposi
ti
oni
nanor
gani
zat
ionalhi
erar
chy
.Ar
olei
s
anyoneofsev
eral
behav
ior
samanagerdi
spl
aysass/
hef
unct
ionsi
ntheor
gani
zat
ion.

Whenamanagert
ri
est
ocar
ryoutt
hemanagementf
unct
ions,
s/hemustbehav
einacer
tai
nway–t
ofi
l
lcer
tai
n
r
ole.Manager
ialr
olesr
epr
esentspeci
fi
ctaskst
hatmanager
sunder
taket
oul
ti
mat
elyaccompl
i
sht
hef
ive
manager
ialf
unct
ions.Fact
orswhi
chaf
fectmanager
ialr
olesar
e:manager
’sf
ormalj
obdescr
ipt
ion,andt
he
v
alues&expect
ati
onsofot
hermanager
s,subor
dinat
esandpeer
s.

Henr
yMi
ntzber
gident
if
ied10manager
ialr
oleswhi
char
eint
urngr
oupedi
ntot
hreecat
egor
ies:I
nter
per
sonal
,
I
nfor
mat
ionalandDeci
sionalRol
es.
I
.Int
erper
sonalRol
esi
nvol
vedev
elopi
ngandmai
ntai
ningposi
ti
ver
elat
ionshi
pswi
thsi
gni
fi
cantot
her
sint
he
or
gani
zat
ion.I
tiscommuni
cat
ionor
ient
ed.I
tincl
udes:
i
.Fi
gur
eheadRol
e:manager
sper
for
m sy
mbol
i
cdut
iesofal
egalorsoci
al nat
ure.Themanageri
sthehead
ofhi
swor
kuni
t,bei
tdi
vi
sion,sect
ionordepar
tment
.Becauseoft
his“
leadper
son”posi
ti
ont
hemanager
r
epr
esent
shi
swor
kuni
tatcer
emoni
alorsy
mbol
i
cfunct
ions.
Thet
opl
evelmanager
srepr
esentt
hecompanyl
egal
l
yandsoci
all
ytot
hoseout
sideoft
heor
gani
zat
ion.The
super
iorr
epr
esent
sthewor
kgr
oupt
ohi
ghermanagementandhi
ghermanagementt
othewor
kgr
oup.
E.
g.Si
gni
ngdocument
s,pr
esi
dingatacer
emoni
alev
ent
,gr
eet
ingv
isi
tor
s,at
tendi
ngasubor
dinat
e’sweedi
ng,
t
aki
ngacust
omert
olunch,uni
ver
sit
ypr
esi
denthandsoutadi
plomaf
orgr
aduat
es–i
nal
lthesecasest
he
manageri
srepr
esent
inghi
s/heror
gani
zat
ion.
i
i.Leader
shi
pRol
e:i
sdi
rect
ingandcoor
dinat
ingt
heact
ivi
ti
esofsubor
dinat
est
oaccompl
i
shobj
ect
ives.I
t
i
ncl
udessomeaspect
sli
kecr
eat
ingav
isi
ont
hatempl
oyeescani
dent
if
ywi
th.
Themanageri
stheenv
ironmentcr
eat
or–s/
hemakest
heenv
ironmentconduci
vef
orwor
kbyi
mpr
ovi
ng
wor
kingcondi
ti
ons,r
educi
ngconf
li
cts,pr
ovi
dingf
eedbackf
orper
for
manceandencour
agi
nggr
owt
h.The
l
eaderbui
l
dsr
elat
ionshi
pandcommuni
cat
eswi
thempl
oyees,mot
ivat
es&coachest
hem.Asal
eader
,the
manageri
sresponsi
blef
orhi
ri
ng,t
rai
ning,mot
ivat
ing and encour
agi
ng empl
oyees/subor
dinat
es.The
l
eader
shi
prol
eisev
identi
nthei
nter
per
sonal
rel
ati
onshi
pbet
weenmanagerandhi
s/hersubor
dinat
es.
i
ii
.Li
aisonRol
e:Thel
i
aisonmai
ntai
nsanet
wor
kofcont
act
sout
sidet
hewor
kuni
ttoobt
aini
nfor
mat
ion.I
t
r
efer
stodeal
i
ngwi
tht
hememberoft
heor
gani
zat
ionsuper
ior
s,subor
dinat
es,peerl
evelmanager
sinot
her
depar
tment
s,st
affspeci
ali
stsandout
sidecont
act
ssuchascl
i
ent
s.I
thel
pst
oseeksuppor
tfr
om peopl
e
whocanaf
fectt
heor
gani
zat
ion’
ssuccess.

9|Page
Thet
opmanagementusest
hisr
olet
ogai
nfav
orsandi
nfor
mat
ion,whi
l
ethesuper
ior
susei
ttomai
ntai
nthe
r
out
inef
low ofwor
k.Themanagerser
vesasal
i
nkbet
weent
heor
gani
zat
ionandt
hei
nfor
mant
swhopr
ovi
de
f
avor
sand i
nfor
mat
ion.S/
hef
ulf
il
lst
hisr
olet
hroughcommuni
tyser
vice,conf
erences,soci
alev
ent
s,et
c,
par
ti
ci
pat
ioni
smeet
ingswi
thr
epr
esent
ati
vesofot
herdi
vi
sions.
I
I.I
nfor
mat
ionalRol
es:f
ocusesont
het
ransmi
ssi
onofi
mpor
tanti
nfor
mat
iont
oandf
rom i
nter
nalandext
ernal
sour
ces.I
tinv
olv
est
hef
oll
owi
ngact
ivi
ti
es:
i
.Moni
torr
ole:i
sal edi
socal
l nfor
mat
iongat
her
ingr
ole.Thi
srol
eref
erst
oseeki
ng,
recei
vi
ng,
scr
eeni
ngand
get
ti
ngi
nfor
mat
ion.Themanageri
sconst
ant
lymoni
tor
ingt
heenv
ironmentt
odet
ermi
newhati
sgoi
ngon.
Themoni
torseeksi
nter
nalandext
ernali
nfor
mat
ionabouti
ssuest
hatcanaf
fectt
heor
gani
zat
ion.S/
he
seeksandr
ecei
veswi
dev
ari
etyofspeci
ali
nfor
mat
iont
odev
elopt
hroughunder
standi
ngoft
heor
gani
zat
ion
andt
heenv
ironment
.Inf
ormat
ioni
sgat
her
edf
rom newsr
epor
ts,t
radepubl
i
cat
ions,magazi
nes,cl
i
ent
s,
associ
ates,
andahostofsi
mil
arsour
ces,
att
endi
ngsemi
nar
s&exhi
bit
ions.
i
i.Di
ssemi
nat
orRol
e:Whatdoest
hemanagerdowi
tht
hei
nfor
mat
ioncol
l
ect
ed?Ast
hedi
ssemi
nat
or,t
he
managerpassesont
osubor
dinat
essomeoft
hei
nfor
mat
iont
hatwoul
dnotor
dinar
il
ybeaccessi
blet
o
t
hem.Af
tert
hei
nfor
mat
ionhasbeengat
her
ed(
bymoni
torr
ole)
,ithast
obedi
ssemi
nat
edt
osuper
ior
s,
subor
dinat
es,peer
sandot
herconcer
nedcl
i
ent
s.Thet
ypesofi
nfor
mat
iont
obef
orwar
dedt
omember
s
coul
dbef
act
s,opi
nions,
int
erpr
etat
ions,
andi
nfl
uences.
i
ii
. Spokesper
son/
repr
esent
ati
veRol
e:t
hespokesper
sont
ransmi
tsi
nfor
mat
ionaboutt
heor
gani
zat
iont
o
out
sider
s.Themangeri
stheper
sonwhospeaksf
orher
/hi
swor
kuni
ttopeopl
eout
sidet
hewor
kuni
t.
Oneaspectoft
hisr
olei
stokeepsuper
ior
swel
linf
ormedandasecondaspecti
stocommuni
cat
eout
side
t
heor
gani
zat
ion l
i
kepr
ess,gov
ernmentagenci
es,cust
omer
sand l
aboruni
ons.Al
though t
her
olesof
spokesper
sonandf
igur
eheadar
esi
mil
ar,
ther
eisonebasi
cdi
ff
erencebet
weent
hem.Whenamanageract
s
asaf
igur
ehead,
themanager
’spr
esencei
sasasy
mboloft
heor
gani
zat
ion,
wher
eas,
int
hespokesmanr
ole,
t
hemanagercar
ri
esi
nfor
mat
ionandcommuni
cat
esi
ttoot
her
sinaf
ormal
sense.
Thus,
themanagerseeksi
nfor
mat
ioni
nthemoni
torr
ole,
communi
cat
esi
tint
ernal
l
yint
hedi
ssemi
nat
orr
ole
andt
ransmi
tsi
text
ernal
l
yint
hespokesper
sonr
ole.Thet
hreei
nfor
mat
ionalr
oles,t
hen,combi
net
opr
ovi
de
i
mpor
tanti
nfor
mat
ionr
equi
redi
nthedeci
sional
rol
es.
I
II
.Deci
sionalRol
es:i
nvol
vemaki
ngsi
gni
fi
cantdeci
si
onst
hataf
fectt
heor
gani
zat
ion.
. Ent
i repr
eneurRol
e:(
ini
ti
atorofchange)t
hemanageract
ingasanent
repr
eneurr
ecogni
zespr
obl
emsand
oppor
tuni
ti
es and i
nit
iat
es act
ions t
hatwi
l
lmov
ethe or
gani
zat
ion i
nthe desi
red di
rect
ion.The
ent
repr
eneuract
sasani
nit
iat
or,
desi
gner
,andencour
agerofchangeandi
nnov
ati
on.
I
nther
oleofent
repr
eneur
,themanagert
ri
est
oimpr
ovet
heuni
t.Of
tens/
hecr
eat
esnew pr
oject
s,
changeor
gani
zat
ionalst
ruct
ure,andi
nst
it
utesot
heri
mpor
tantpr
ogr
amsf
ori
mpr
ovi
ngt
hecompany
’s
per
for
mance.
.Di
i
i stur
bance Handl
erRol
e:sol
uti
on seeki
ng r
ole.I
nthe r
ole ofdi
stur
bance handl
er,t
he manager
r
espondst
o si
tuat
ionsov
erwhi
chs/
hehasl
i
ttl
econt
rol
,i.
e.t
hatar
ebey
ond hi
s/hercont
roland
expect
ati
onsuchasconf
li
ctbet
weenpeopl
eorgr
oups,
str
ikes,
breachofcont
ractorunexpect
edev
ent
s
out
sidet
heor
gani
zat
iont
hatmayaf
fectt
hef
ir
m’sper
for
mance.
10|Page
 The di
stur
bance handl
eri
sresponsi
blef
ort
aki
ng cor
rect
ive act
ion when t
he or
gani
zat
ion f
aces
i
mpor
tant
,unexpect
eddi
ff
icul
ti
es.
i
i
i.Resour
ceAl
locat
orRol
e:deci
dingont
heal
l
ocat
ionoft
heor
gani
zat
ion’
sphy
sical
,fi
nanci
alandhuman
r
esour
ces.Asar
esour
ceal
l
ocat
or,t
hemanageri
sresponsi
blef
ordeci
dinghow andt
owhom t
he
r
esour
cesoft
heor
gani
zat
ionandt
hemanager
’sownt
imewi
l
lbeal
l
ocat
ed.
Thi
sinv
olv
esassi
gni
ngwor
ktosubor
dinat
es,schedul
i
ngmeet
ings,appr
ovi
ngbudget
s,deci
dingonpay
i
ncr
eases,maki
ngpur
chasi
ngdeci
sionsandot
hermat
ter
srel
atedt
othef
ir
m’shuman,f
inanci
al,and
mat
eri
alr
esour
ces.Ther
esour
ceal
l
ocat
ordi
str
ibut
esr
esour
cesofal
lty
pes,i
ncl
udi
ngt
ime,f
undi
ng
(
fi
nance)
,equi
pmentandhumanr
esour
ces.
i
v.TheNegot
iat
orRol
e:r
epr
esent
ingt
heor
gani
zat
ioni
nal
limpor
tant
/maj
ornegot
iat
ions.Manager
sspend
agr
eatdealoft
hei
rti
measnegot
iat
ors,becauseonl
ytheyhav
ethei
nfor
mat
ionandaut
hor
it
ythat
negot
iat
orsr
equi
re.
E.
g.negot
iat
ionst
obuyf
ir
ms,
togetcr
edi
t,wi
thgov
ernment
,wi
thsuppl
i
ers,
etc.
TheTenManager
ialRol
es
Categor
y Rol
e Activ ity
I
nterper
sonal Fi
gurehead Perf orm cer emoni alandsy mbol i
cdut iessuchas
greet ingv isitor s, si
gni ngl egaldocument s
Leader Direct and mot ivat e subor dinates; t raining,
counsel ing, and communi cat i
ng wi th
subor dinates.
Li
aison Mai nt ain i nf or mat ion l i
nks bot h i nsi de and
outsi de or gani zat i
on;use mai l,phone cal l
s,
meet ings.
I
nfor
mat
ional Moni
tor Seekand r ecei v ei nf ormation,scan per iodi cals
andr epor ts, mai ntainper sonal cont acts.
Di
ssemi
nat
or Forwar d i nf or mat ion t o ot her or ganizat i
on
member s;sendmemosandr epor ts,makephone
calls.
Spokesper
son Transmi t i nf ormat ion t o out siders t hrough
speeches, repor ts, memos.
Deci
si
onal Ent
repr
eneur Ini
tiat ei mpr ov ementpr ojects;ident i
fynewi deas,
delegat eideas, delegat eresponsibi l
itytoot her s.
Dist
urbance Takecor r
ect iveact iondur ingdi sput esorcr ises;
handler resol veconf li
ct samongsubor dinat es;adaptt o
env ironment al crises.
Resour
ce Deci de who get s r esources; schedul i
ng,
al
locat
or budget ing, set ti
ngpr ior i
ti
es
Negoti
ator Repr esentdepar tmentdur i
ngnegot iati
onofuni on
cont ract s,sal es,pur chases,budget s;r epr esent
depar tment alint erest s.
Manager
ialSki
ll
sandThei
rRel
ati
veI
mpor
tance
Amanager
’sj
obi
sdi
ver
seandcompl
exandi
trequi
resar
angeofski
l
ls.Ski
l
lsar
especi
fi
cabi
l
iti
est
hatr
esul
t
f
rom knowl
edge,i
nfor
mat
ion,pr
act
ice,andapt
it
ude.Managementsuccessdependsbot
hon:af
undament
al

11|Page
under
standi
ngoft
hepr
inci
plesofmanagementandt
heappl
i
cat
ionofski
l
ls.Consequent
ly,manager
smustbe
hi
ghl
yski
l
ledt
osucceed.Theski
l
lsmanager
sneedt
opossesscanbecl
assi
fi
edas:
1. Techni
cal
ski
l
l
2. HumanRel
ati
onsski
l
l
3. Concept
ual
ski
l
l
1.Techni
calSki
ll
s–i
nvol
vepr
ocessort
echni
que,knowl
edgeandpr
ofi
ciency
.Iti
stheabi
l
ityt
ouset
het
ool
s,
pr
ocedur
es,ort
echni
quesofaspeci
ali
zedf
iel
d.I
tincl
udesmast
eryoft
hemet
hods,t
echni
ques,and
equi
pmenti
nvol
vedi
nspeci
fi
cfunct
ions,
suchasengi
neer
ing,
manuf
act
uri
ng,
orf
inance.Techni
calski
l
lal
so
i
ncl
udesspeci
ali
zedknowl
edge,anal
yti
calabi
l
ity
,andt
hecompet
entuseoft
ool
sandt
echni
quest
osol
ve
pr
obl
emsi
nthatspeci
fi
cdi
sci
plne.Techni
i calski
l
lsar
emosti
mpor
tantatt
hel
owerl
evel
sofmanagement
.It
becomesl
essi
mpor
tantaswemov
eupt
hechai
nofcommandbecausewhent
heysuper
viset
heot
her
s
(
wor
ker
s),
theyhav
etoshowhowt
odot
hewor
k.E.
g.Asur
geon,
anengi
neer
,amusi
cian,
aqual
i
tycont
rol
l
er
oranaccount
antal
lhav
etechni
cal
ski
l
lint
hei
rrespect
ivear
eas.
2.HumanRel
ati
ons/
Int
erper
sonalSki
ll–t
heabi
l
ityt
oint
eractef
fect
ivel
ywi
thpeopl
e.I
tist
heabi
l
ityt
owor
k
wi
th,under
standandmot
ivat
eot
herpeopl
e,ei
therasi
ndi
vi
dual
sorasgr
oups.Manager
sneedenoughof
humanr
elat
ionshi
psski
l
ltobeabl
etopar
ti
cipat
eef
fect
ivel
yandl
eadgr
oups.Theseski
l
lsar
edemonst
rat
ed
i
nthewayamanagerr
elat
est
oot
herpeopl
e,i
ncl
udi
ngt
heways/
hemot
ivat
es,f
aci
l
itat
es,coor
dinat
es,
l
eads,communi
cat
es,andr
esol
vesconf
li
cts.Amanagerwi
thhumanski
l
lsal
l
owssubor
dinat
est
oexpr
ess
t
hemsel
veswi
thoutf
earofr
idi
cul
eandencour
agespar
ti
cipat
ion.Amanagerwi
thhumanski
l
lsl
i
kesot
her
peopl
eandi
sli
kedbyt
hem.Thi
sski
l
lisar
efl
ect
ionoft
hemanager
’sl
eader
shi
pabi
l
ity
.Becauseal
lwor
kis
donewhenpeopl
ewor
ktoget
her
,humanr
elat
ionski
l
lsar
eequal
l
yimpor
tantatal
ll
evel
sofmanagement
.

3.Concept
ualski
ll
s–i
nvol
vet
hef
ormul
ati
onofi
deas.I
tref
erst
otheabi
l
ityt
oseet
hebi
gpi
ctur
e–t
ovi
ewt
he
or
gani
zat
ionf
rom abr
oadper
spect
iveandt
oseet
hei
nter
rel
ati
onsamongi
tscomponent
s.I
tincl
udes
r
ecogni
zi
nghow t
hev
ari
ousj
obsi
nanor
gani
zat
iondependononeanot
herandhow achangei
nanyone
par
taf
fect
sal
ltheot
her
s.I
tal
soi
nvol
vest
hemanager
’sabi
l
ityt
ounder
standhowachangei
nanygi
venpar
t
canaf
fectt
hewhol
eor
gani
zat
ion,
abi
l
ityt
ounder
standabst
ractr
elat
ionshi
ps,
sol
vepr
obl
emscr
eat
ivel
y,and
dev
elopi
deas.
Concept
ualski
l
lsar
emor
eimpor
tanti
nst
rat
egi
c(l
ongr
ange)pl
anni
ng;
ther
efor
e,t
heyar
emor
eimpor
tantt
o
t
op-
execut
ivest
hanmi
ddl
emanager
sandsuper
visor
s.
Al
thoughal
lthr
eeoft
heseski
l
lsar
eessent
ialt
oef
fect
ivemanagement
,thei
rrel
ati
vei
mpor
tancet
ospeci
fi
c
managerdependsonhi
s/herr
anki
ntheor
gani
zat
ion.Techni
calski
l
lisofgr
eat
esti
mpor
tanceatsuper
visor
y
l
evel
;itbecomesl
essi
mpor
tantaswemov
eupt
hechai
nofcommand.Ev
ent
houghhumanski
l
lisequal
l
y
i
mpor
tantatev
eryl
eveloft
heor
gani
zat
ion,i
tispr
obabl
ymosti
mpor
tantatt
hel
owerl
evel
,wher
ethegr
eat
est
numberofmanagement
–subor
dinat
eint
eract
ionsi
sli
kel
ytot
akepl
ace.

Ont
heOt
herhand,t
hei
mpor
tanceofconcept
ualski
l
lincr
easesaswer
isei
nther
ankofmanagement
.The
hi
ghert
hemanageri
sint
hehi
erar
chy
,themor
es/
hewi
l
lbei
nvol
vedi
nthebr
oad,
longt
erm deci
sionst
hataf
fect

12|Page
l
argepar
tsoft
heor
gani
zat
ion.Fort
opmanagement
,whi
chi
sresponsi
blef
ort
heent
ir
eor
gani
zat
ion,
concept
ual
ski
l
lispr
obabl
ythemosti
mpor
tantski
l
lofal
l
.

 Techni
cal
ski
l
ldeal
swi
tht
hings,
humanski
l
lconcer
nspeopl
eandconcept
ual
ski
l
lhast
odowi
thi
deas.

s
Top

l
l
Ski
l
ls

ual
HumanSki
l
l
Skis

Concept
Mi
ddl
e

cal
Techni
Fi
rst
-l
ine

Manager
ial
Lev
els Manager
ial
Ski
l
ls
Fi
g.1.
2Var
iat
ionofski
ll
snecessar
yatdi
ff
erentmanagementl
evel
s

1.
6. I
sManagementanar
t,Sci
ence,
orpr
ofessi
on?
Sci
encei
schar
act
eri
zedbymaki
ngconcl
usi
onsbasedonact
ualf
act
sandv
eri
fi
esknowl
edget
hroughcause-
ef
fectr
elat
ionshi
p.I
tcanbegener
all
ylear
nt,
thought
,andr
esear
chedt
oknowt
heuni
ver
salt
rut
h.Manager
scan
wor
kbet
terbyusi
ngt
heor
gani
zedknowl
edgeaboutmanagement
,andi
tist
hisknowl
edget
hatconst
it
utesa
sci
ence.
Ar
tischar
act
eri
zedbyusi
ngcommonsense,per
sonalf
eel
i
ng,bel
i
efs,i
mpul
ses,et
c.Management
/Managi
ng,
l
i
keal
lot
herpr
act
ices-musi
ccomposi
ti
on,engi
neer
ing,account
ancyorbasebal
l
-isanar
t.I
tisknow-
how,ski
l
l
orhowt
oaccompl
i
sht
hedesi
redobj
ect
iveswi
thi
nsuf
fi
cientdat
aandi
nfor
mat
ionorwhent
her
eisl
i
mit
eduse
ofsecondar
ysour
cesofi
nfor
mat
ion.I
tisdoi
ngt
hingsi
nthel
i
ghtofr
eal
i
tiesofasi
tuat
ion.Thus,management
asapr
act
icei
sanar
t;t
heor
gani
zedknowl
edgeunder
lyi
ngt
hepr
act
icemayber
efer
redt
oasasci
ence.I
nthi
s
sense/
cont
extsci
enceandar
tar
enotmut
ual
l
yexcl
usi
vebutar
ecompl
ement
ary
.
Ther
efor
e,managementi
nact
ualsensei
snei
theranar
tnorsci
ence,
buti
trequi
resbot
htobesuccessf
ul,
i.
e.,
it
i
snotpur
ear
tbecausei
tusessci
ent
if
icmet
hodse.
g.comput
erandi
tisnotpur
esci
encebecausei
tuses
i
ntui
ti
on,j
udgment
,andcr
eat
ivi
ty.Managementi
soneoft
hemostcr
eat
ivear
tsasi
trequi
resav
astknowl
edge
andt
hei
nnov
ati
veski
l
lst
oappl
y.Manager
sshoul
ddev
elopnewi
deas,
techni
quesandst
rat
egi
esandbeabl
eto
communi
cat
ethem ef
fect
ivel
yint
hewor
kenv
ironment
.Theyshoul
dbeabl
etomakedeci
sionsev
enwhent
her
e
i
sshor
tageofdat
a.Thi
sleadsust
otheconcl
usi
ont t
hat‘hear
tofmanagementbegi
nswher
ethesci
enceof
managementst
ops’
.Thi
sunder
li
nest
hei
mpor
tanceofmaki
ngmanager
ial
deci
sionsi
ntheabsenceofsuf
fi
cient
dat
aandi
nfor
mat
ionbyusi
ngt
hedeci
sionmaker
’scommonsense.

1.
7.Uni
ver
sal
it
yofManagement

13|Page
Regar
dlessoft
it
le,posi
ti
on,ormanagementl
evel
,al
lmanager
sdo t
hesamej
ob.Theyexecut
ethef
ive
manager
ialf
unct
ionsandwor
kthr
oughandwi
thot
her
stosetandachi
eveor
gani
zat
ionalgoal
s.Manager
sar
e
t
hesamewhet
hert
heor
gani
zat
ioni
spr
ivat
eorpubl
i
c,pr
ofi
tmaki
ngornon-
prof
itmaki
ng,manuf
act
uri
ngor
ser
vicegi
vi
ng,
andi
ndust
ri
alorsmal
lfi
rms.Hence,
managementi
suni
ver
sal
fort
hef
oll
owi
ngr
easons.

1.Al
lmanager
sper
for
mthef
ivemanager
ial
funct
ionsev
eni
fwi
thdi
ff
erentemphasi
s.
2.I
tisappl
i
cabl
eforal
lhumanef
for
ts;bei
tbusi
ness,non-
busi
ness,gov
ernment
al,pr
ivat
e.I
tisusef
ulf
rom
i
ndi
vi
dual
toi
nst
it
uti
onal
eff
ort
s.
3.Managementut
il
izessci
ent
if
ical
l
yder
ivedoper
ati
onal
pri
nci
ples.
4.Al
lmanager
soper
atei
nor
gani
zat
ionswi
thspeci
fi
cobj
ect
ives.
5.Management
,inal
lor
gani
zat
ions,
hel
pst
oachi
eveor
gani
zat
ional
obj
ect
ives.

I
nsum,managementt
heor
iesandpr
inci
pleshaveuni
ver
salappl
i
cat
ioni
nal
lki
ndsofor
gani
zedandpur
posef
ul
act
ivi
tyandatal
ll
evel
sofmanagement
.

14|Page