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LEADERSHIP,MORALE, AND

PRODUCTIVITY

CHAPTER 11


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LEADERSHIP

The process of influencing or

motivating others to work for a

common goal

LEADER

A person who influences and directsothers.


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RESPONSIBILITIES OF BUSINESS

LEADERS1. Getting the things done

2. Keeping costs reasonable3. Building group spirit


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GENERAL TRAITS OF SUCCESSFUL

LEADERSHIP1. INTELLIGENCE

2. SOCIABILITY

3. INNER MOTIVATION

4. GOOD HUMAN RELATIONS

5. ABILITY TO HANDLE PEOPLE


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TYPES OF LEADERSHIP

1. AUTHORITARIAN

LEADERSHIP

2. DEMOCRATIC LEADERSHIP


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MORALE

Is the feeling of well-being that

an individual experiences when

his needs are being filled to his

satisfaction


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7CONSUMERBEHAVIOR

CHAPTER 12


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CONSUMER

Came from the Latin conmeaning together and

sumo signifying take as allpersons who make final orultimate use of economicgoods for their personal

satisfaction or benefit


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COSTUMER

Are purchasers of goodsor services whether for

their own satisfaction orfor resale to others


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WHY PEOPLE BUY?

1. Consumers buy products primarily tosatisfy their biological needs as theneed for food and drink

2. To establish social contacts andmaintain a number of friends

3. The desire for distinction influencesmany of our people especially the young

4. Learning from experience influences amatured consumer to buy good qualityproducts

5. We are induced to buy by reason offollowing the crowd mentality:

6. Socioeconomic contact stimulates one


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THE FILIPINO

CONSUMER1. They are accustomed to bargaining

2. Tricking the vendor in giving the

commodity at his desired price bypretending to leave

3. Picking out items from within insteadof getting those already exposed

4. Asking an extra to add to what waspurchased


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PSYCHOLOGY ANDADVERTISINGCHAPTER 13

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PSYCHOLOGY PLAYS AN EFFECTIVE ROLE INADVERTISING AND SELLING. IT IS THE

ADVERTISERS JOB TO STIMULATECONSUMER WANTS TO AN EXTENT THAT

THE COMMODITY WILL BE PURCHASED ANDIT IS THE SALESMANS JOB TO

DEMONSTRATE HOW THIS PRODUCT WILLSATISFY THE NEED WHICH THE CONSUMERFEELS.

THE ROLE OF PSYCHOLOGY


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1. THAT IN ANY PRESENTATION OF APRODUCT TO THE PUBLIC THE MORE

SENSE UTILIZED IN MAKING THEPRESENTATION , THE STRONGER ANDMORE LASTING THE IMPRESSION TO THERECEIVER

2. AS MUCH AS POSSIBLE THEPRESENTATION SHOULD BE APPEALINGAND PLEASANT TO THOSE SENSES WHICH

ARE CALLED INTO PLAY

TWO GENERAL PRINCIPLES TOREMEMBER IN ADVERTISING


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1. SENSORY PROCESSES

2.

ATTENTION3. PERCEPTION

4. INTEREST

5. MOTIVATION

PSYCHOLOGICAL PROCESS ANDPHENOMENA


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1. TO SUPPORT PERSONAL SELLINGPROGRAM

2. TO REACH PEOPLE INACCESSIBLE TOSALESMEN

3. TO IMPROVE DEALER RELATIONS

4. TO ENTER A NEW GEOGRAPHIC MARKET

5. TO INTRODUCE A NEW PRODUCT OR ANEW SCHEDULE

6. TO INCREASE USES OF PRODUCT

OBJECTIVES OF ADVERTISING


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IS A PROCESS OF PERSUADING APROSPECTIVE COSTUMER TO BUY A

COMMODITY OR A SERVICE

IT COULD BE PERSONAL OR IMPERSONALSELLING

SELLING TECHNIQUES IN A SALESINTERVIEW BY HEIDINGSFIELD AND

BLACKENSHIP GETTING ATTENTION

AROUSING INTEREST

STIMULATE DESIRE

SELLING


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ETHICS ANDETIQUETTE IN

BUSINESSCHAPTER 14


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CODE OF ETHICS

Formulated in the belief that man hasa dignity that must be respected.Some principles that make up the

business code of ethics are: Employees loyalty to employer and the

firm

Respect for the privacy of the otheremployees offices

Observance of decorum

Conscious discharge of ones


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SUPERIOR ANDSUBORDINATE

SUBORDINATE

Should work conscientiously andmaintain the highest efficiency

SUPERIOR

Should give orders seriously but

avoiding display of arrogance at alltimes