Pearl Bear Essay

1802 words - 8 pages

Maestría en Administración de Tecnologías de la Información

LIDERAZGO Y COMPORTAMIENTO ORGANIZACIONAL

ANALISIS DEL CASO PEARL BEER

Profesor titular: Dra. María del Socorro Jaqueline Marcos de Khan
Profesor tutor: Mtra. Aracely Sánchez Martínez

EQUIPO |
Jesús Gabriel Banda Durán | A01306338 |
Bernardo Alberto Gross Urrego | A01305563 |
Helman René Jaramillo Valderrama | A01304913 |
Jesús Israel Orta Puga | A00504029 |
Lydia Raquel Vera Reza | A01302768 |

Mayo, 2010.

Contenido
Resumen del caso. 3
Problemas de motivación encontrados en Wayne. 4
Problema de Pertenencia a la Organización. 4
Problema de ...view middle of the document...

Además de repartir la cerveza tiene como función acomodarlas en las tiendas y el mercadeo del producto. Él también trabajaba tanto como quería, pues ya que no tenía un sueldo base y obtenía una comisión de 25 centavos por caja, se daba el lujo de tomarse 2 descansos al día, en los que se tomaba 2 cervezas en cada uno, además de la cerveza que se tomaba a la hora de la comida. Wayne no encuentra motivación en obtener más clientes, pues cree que si lo hace la compañía dividirá su ruta, la que por cierto está siendo acechada por distribuidores de otras compañías, principalmente por la de la cerveza Coors. Vemos en Wayne una actitud un tanto conformista, pues para él era suficiente obtener los ingresos necesarios para el día.
Si consideramos que el proceso de distribución de la empresa depende de personas como Wayne que probablemente no tienen una fuerte motivación en mejorar las ventas, podemos deducir que este proceso aunado a la fuerte competencia que está entrando al mercado es el que está propiciando que la compañía esté bajando sus ventas.
Jan Williamson es la gerente de operaciones contratada apenas hace un año para restaurar la empresa y su posicionamiento en el mercado. Esta es una tarea difícil para ella pues la competencia tiene una lucha fuerte y tiene que cambiar la ideología de los empleados, motivarlos a mejorar sus ventas, y tal vez hasta cambiar de raíz este proceso de distribución. Hasta el momento sabemos que sólo ha pedido a los conductores (repartidores) que vistan sus playeras azules de Pearl, mantengan limpios los camiones y llamen a nuevos clientes, pero ¿Cómo puede ella capturar la imaginación de los empleados y ganar su contribución espiritual en el mercadeo de los productos de la compañía? ¿Cómo puede ella competir y retener aún su integridad? ¿Cómo podemos ser competitivos y aún mantener nuestra misión que tiene con sus empleados y la sociedad?
Problemas de motivación encontrados en Wayne.
Problema de Pertenencia a la Organización.
El primer problema que encontramos es que Wayne no es un trabajador de la compañía, sino que es un agente de ventas externo, y su pago es sólo una comisión del 25 centavos por caja, sin sueldo base (Plan de pago a destajo). Esta situación genera en él conformismo y falta de identidad con la organización, ya que no lo motiva a atraer más clientes pues él cree que si consigue más lo que pasará es que dividirán su ruta entre él y otro repartidor.
Problema de Prestaciones.
El segundo problema es que no existe un modelo de prestaciones flexibles el cual le permitiría a cada empleado reunir un paquete de prestaciones elaboradas que cubran las necesidades y situaciones individuales. En el caso de Wayne los escasos recursos económicos de su familia no le permitieron seguir pagando la casa que estaba comprando con su esposa y donde vivía con sus cuatro hijos, lo que lo obligó a trasladarse a un apartamento dúplex más barato y a sacrificar los ahorros de la educación de sus hijos.
Problema de...

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