Management FunctionManagement FunctionDirectingDirecting

Dr. John AbrahamDr. John Abraham

ProfessorProfessor

UTPAUTPA

DirectingDirecting

Most complex of the management Most complex of the management functionsfunctions

Effective communicationEffective communication Providing leadershipProviding leadership

Administrative Administrative communicationcommunication

Sender – receiver – channel –symbolsSender – receiver – channel –symbols Communicator – listener – Communicator – listener –

communication channel – verbal or communication channel – verbal or other symbols.other symbols.

Effective communication can be Effective communication can be judged by behavior changes in the judged by behavior changes in the receiver. Feedback.receiver. Feedback.

Who communicated better? Obama? Who communicated better? Obama? McCain? Why?McCain? Why?

MiscommunicationMiscommunication

Undesired behavior in the receiver.Undesired behavior in the receiver. A wife asks the husband, “How do I A wife asks the husband, “How do I

look in this dress?” the response look in this dress?” the response makes her cry. Discuss this.makes her cry. Discuss this.

Similar examples, My fair lady – Elisa Similar examples, My fair lady – Elisa Dolittle.Dolittle.

Psychological factors of Psychological factors of communicationcommunication

Identify objectives – if the sender Identify objectives – if the sender does not know what behavior change does not know what behavior change is desired, poor communication takes is desired, poor communication takes place. Sometimes contradictory place. Sometimes contradictory instruction can be issued.instruction can be issued.

Know motivating factors (canned Know motivating factors (canned presentations assume stereotyping)presentations assume stereotyping)

Human MotivationHuman Motivation

Appetizing meal may not be appealing Appetizing meal may not be appealing someone who has just eaten.someone who has just eaten.

Unsatisfied motives guides a persons Unsatisfied motives guides a persons behavior.behavior.

There are physical, social and psychic There are physical, social and psychic motives.motives.

Abraham Maslow – hierarchy of needsAbraham Maslow – hierarchy of needs

Physical MotivesPhysical Motives

Biological needs and urgesBiological needs and urges Hunger, thirst, physical comfort, sex Hunger, thirst, physical comfort, sex

drive. Airconditioned room, absence of drive. Airconditioned room, absence of physical hazards, good food.physical hazards, good food.

Lower income people can be Lower income people can be motivated with physical motives.motivated with physical motives.

Social MotivesSocial Motives

Belonging to a group (social club, Belonging to a group (social club, popular group)popular group)

Pleasant work companionsPleasant work companions Friendly supervisorFriendly supervisor Jobs that are of high statusJobs that are of high status

Psychic motivesPsychic motives

Adds to the self-worthAdds to the self-worth Helping othersHelping others Working independentlyWorking independently

Maslow’s Hierarchy of needsMaslow’s Hierarchy of needs

physologicalphysological SafetySafety Love/belongingLove/belonging EsteemEsteem Self actualizationSelf actualization

MoraleMorale

High morale leads to high High morale leads to high productivityproductivity

Productivity results when the Productivity results when the organizational and personal goals organizational and personal goals can be integrated.can be integrated.

Satisfying personal goals leads to Satisfying personal goals leads to positive motivationpositive motivation

LeadershipLeadership

Based on reward rather than threat Based on reward rather than threat raises morale.raises morale.

High productivity may be achieved High productivity may be achieved with threat, however it is short lived.with threat, however it is short lived.

Two types of leadership:Two types of leadership:

Manager assumes average human being Manager assumes average human being has an inherent dislike for work and avoid has an inherent dislike for work and avoid it if he can (lazy). Wants to be directed. it if he can (lazy). Wants to be directed. Only coersion is the motivating factor. Only coersion is the motivating factor. Meeting of physical needs is motivation.Meeting of physical needs is motivation.

Work is as natural as play. Self motivated Work is as natural as play. Self motivated to work. A manager encourages to to work. A manager encourages to develop and utilize knowledge, skills and develop and utilize knowledge, skills and ingenuity of the employee.ingenuity of the employee.

LeadLead

Demand following (dictatorship)Demand following (dictatorship) FollowFollow

LeadersLeaders

Born or learned?Born or learned? Story of railroad here.Story of railroad here. Intelligence, communication skill and Intelligence, communication skill and

ability to assess group goals.ability to assess group goals. Different leadership styles at Different leadership styles at

different levels of organizationdifferent levels of organization Centralized or decentralized authorityCentralized or decentralized authority Authoritarian or democraticAuthoritarian or democratic

Six elements of a motivation Six elements of a motivation programprogram

1.1. Establish appropriately difficult goalsEstablish appropriately difficult goals2.2. Remove obstacles (personal and Remove obstacles (personal and

organizational)organizational)3.3. Use rewards and discipline Use rewards and discipline

appropriatelyappropriately4.4. Provide incentivesProvide incentives5.5. Distribute rewards equitablyDistribute rewards equitably6.6. Provide timely rewards and specific Provide timely rewards and specific

honest feedback.honest feedback.