| Author | Murtaza, Yasir |
| Call Number | AIT RSPR no. SM-99-127 |
| Subject(s) | Competition--Pakistan
|
| Note | A research study submitted in partial fulfillment of the requirements for the degree of Master in Business Administration, School of Management |
| Publisher | Asian Institute of Technology |
| Abstract | Every organization has properties or characteristics possessed by many other
organizations; however, each organization has its unique constellation of characteristics
and properties. Organizational climate is the term used to describe this psychological
structure of organizations. Climate is thus the "feel", "personality", or "character" of the
organization's environment.
The focus of the research is to find the Impact of competitive psychological climate on
the accomplishment of sales targets. For this purpose it is important to study the degree to
which employees perceive organizational rewards to be contingent on comparisons of
their performance against that of their peers. Secondly, Structural competition is an
important aspect of Psychological Climate because it focuses employees' attention on the
performance that serves as the standards of peer-group comparison and creates demands
on employees to focus their effo1is on goal-related activities
The data was collected to identify relevant variables forming the Competitive
Psychological Climate of the organization. Indicate the nature of relationship among
these variables, and identifying the effect of these variables on the performance of sales
people.The purpose for collecting this data was to obtain a comprehensive description of
the variables operating to form the climate of the organization and its effect on
performance.
The data was collected in the last two weeks of July. Interviews were conducted at the
offices of 14 Territory Development Managers, selected sample for the study. The
interviews were conducted with the help of constructed questionnaire. The interviews are
the source of primary data. Later on, company literature and sales reports were used to
measure the actual performance of these te1Titories operating in the region.
It is concluded on the basis of findings of the study results that competitive psychological
climate motivates the salespeople at PEPSI Cola to achieve challenging goals. This also
leads to results that Territory Development Managers personal goals and the performance
are highest when they perceive their organization's climate as highly competitive. |
| Year | 1999 |
| Type | Research Study Project Report (RSPR) |
| School | School of Management |
| Department | Other Field of Studies (No Department) |
| Academic Program/FoS | Master of Business Administration (MBA) (Publication code=SM) |
| Chairperson(s) | Swierzeck, Fredric William; |
| Examination Committee(s) | Johri, Lalit M.;Sununta Siengthai; |
| Scholarship Donor(s) | -; |
| Degree | Research Studies Project Report (M.B.A.) - Asian Institute of Technology, 1999 |