Organizational Behavior The Situation: Sarah is a sales manager whose reps need

Question

Organizational Behavior

The Situation:

Sarah is a sales manager whose reps need new laptops because their old ones are outdated and inadequate for doing their job. To make it simple, assume that it is not economical to add memory to the old computers and it is the company’s policy to purchase, not lease.

The DecisionMaking Process:

1-Step 1: Identifying the Problem?

Step 2: Identifying Decision Criteria?

Step 3: Allocating Weights to the Criteria?

Step 4: Developing Alternatives?

Step 5: Analyzing Alternatives ?

Step 6: Selecting an Alternative ?

Step 7: Implementing the Alternative?

Step 8: Evaluating the Decision’s Effectiveness?

Explanation / Answer

The decision making process is as following for Sarah:

Step 1

Identification of problem.

Problem for Sarah in this situation is that reps under her need new laptops and she has to take a decision of purchasing laptops as they need it urgently for their work.So the problem is:

Sales reps need new laptops .

Step 2

The decision criteria for Sarah is to identify the features that she needs for the laptops that suits the needs of the sales rep.She has to look for the budget of her company that is how much money the company could afford for the cost of laptops. Also, the possible benefits and risks associated has to be analysed by Sarah. So identifying decision criteria includes;

Step 3

Allocating weightage for laptops that has good memory features and long battery life. Are light weight to carry.Has new version of technology.

Step 4

Sarah has look for the various brands of laptops available in the market. She has to prepare a list of those brands to analyse the features that she need for the company's laptops.

Step 5

Sarah has to analyse the features of each brand of the laptop according to her set criteria. She has to analyse the cost of laptop under company's budget.

Step 7

After analysing the feature of every laptop according to set criteria of preference, Sarah has to decide for the best laptop that best fulfills the criteria for the reps and company's budget.

Step 7

Sarah sanction the purchase of the selected brand of laptop.

Step 8

She would evaluate the effectiveness of her decision by the feedback that she would receive from the sales reps and the company's progress due to it.

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