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While he is determining the exclusivity question he might also want to meet briefly with Human Relations, Legal and Accounting to see what problems and suggestions they might have to maximize the productivity of the initial meeting with the potential producers. What the MM is really doing is identifying the inputs available to produce the desired output, a flow of royalty income. He would also clearly benefit from the use of Management By Objectives, and actually generating the documentation to implement MBO. He could easily track the progress of the project if he is doing all the work himself or if he in turn delegates elements to subordinates.

Leading

In its simplest form, leading is the ability to establishing a direction and then convincing or influencing people to follow in the desired direction. Different leaders have different styles. Some lead by example while others lead by logical argument. Some base their ability to lead on charisma and force of personality while others do so quietly by indirection. There is no single “best” leadership approach. Each situation may call for a different form of leadership with demands to switch from charisma to indirection occurring almost minute-by-minute. Truly great leaders are simultaneously charismatic, bombastic, logical and subtle. Each characteristic moves to prominence as required, based on the situation. (David Mann, 2001)

The CEO and the marketing manager both have leadership functions to fulfill in this simple example. The CEO is acting as a leader for the MM, and the MM is leading his subordinates if any.

In the example, the “orders” are given in broad as opposed to detailed form. It is assumed by the CEO that his marketing manager knows his job and does not need to be lead by the hand. This is a leadership decision presumably based on the previous experience of the CEO with the capabilities of the MM. Another form of leadership would be to call the MM in and go over each of the questions in detail. “Charley, first of all find out if all these people insist on an exclusive contract or will they accept being a licensee among many? Then find out what sort of royalty they would be willing to pay. Our standard is 15%, but tell them we want 20% plus 5% for each player name they use so they are actually paying 20+5. That way we can negotiate back to 15+5 and still make our players happy without reducing our take.” These are detailed instructions based on a lack of confidence in the negotiating skills and the understanding of the objectives by the marketing manager.

If the manager is a new hire, the CEO has a dilemma. Which approach to use. Test the MM by giving him his head or engage in training by using the second approach. This is a judgment call by the CEO, and will in part depend on his leadership style. A third approach might be to hold a one-o本论文由英语论文网提供整理，提供论文代写，英语论文代写，代写论文，代写英语论文，代写留学生论文，代写英文论文，留学生论文代写相关核心关键词搜索。