ORGANISATION BEHAVIOUR PROJECT

(To Study the understanding of Extrinsic and Intrinsic

Motivation and The role of Managerial Economist in an
Organization)

A Managerial Economist is a person who helps the management by

using his/her analytical skills and highly developed techniques in solving
complex issues of successful decision making and future advanced
planning. So as a part of a more practical learning about the role of
motivation in an organization, our Organization Behavior Teacher Ms.
Aishwarya Khanna gave us the project of interviewing a Managerial
Economist. So as a part of project I am glad to learn more about the
roles of a Managerial Economist and different perspectives about
motivation. So I interviewed Mr. Prabhjot Singh, Sales Manager in
Monte Carlo. Firstly I got an appointment scheduled with Mr. Prabhjot
Singh and he was gracious to keep some moments for a Student as he
values the importance of practical studies. He made me feel
comfortable and very warm heartedly answered all the questions. We
had an offline mode of interview, so below are the questions asked by
me (Prabhdeep Singh) and responses given by him in a
question/answer genre:

Question (Prabhdeep): What do you think how

motivation plays a role in an organization?
Answer (Mr. Prabhjot): Motivation is the core of management. A team
of highly qualified and motivated employees is necessary for achieving
the objectives of an organization.

1. Effective Use of Resources:

Motivation activates human resources and compels employees to
behave in a particular manner. In business, all physical resources need
to be used through human force. Highly motivated employees greatly
help in making optimum use of available resources.

2. Higher Efficiency of Employees:

Motivation is directly related to the level of efficiency. Motivated
employees put in their maximum effort for achieving organizational
goals. Motivation improves the work performance by bridging the gap
between the ability and willingness to work. Better performance results
in higher productivity and consequently lower cost of production.

3. Healthy Industrial Relation:

Motivation is considered as the backbone of good industrial relation.
Motivation creates friendly and supportive relationships between the
employer and the employees. When the industrial relation becomes
better, industrial disputes are reduced. There will be an atmosphere of
confidence between the employer and the employees.

4. Better Organizational Image:

Motivation helps in improving an image of the organization. Employees
produce more when they are properly motivated. Highly motivated
employees try to maintain a self- disciplined and productive internal
environment in the organization. This creates a better impression to the
outsiders dealing with the organization.

5. High Morale and Satisfaction:

Motivation is helpful in increasing the morale of employees. High
degree of motivation may lead to high morale. Highly motivated
employees will get higher satisfaction which may lead to higher
efficiency. Motivation improves the quantity as well as the quality of
production.

Question (Prabhdeep): So, how is intrinsic motivation

pursued in your organization?

Answer (Mr. Prabhjot): Intrinsic incentives are hard to figure. In a

workplace, different individuals might require different approaches.
Fostering intrinsic motivation can be a lengthy process, requiring
special treatment. Intrinsic Motivation lasts for longer periods and
often leads to higher level of success. The needs or causes that lead to
intrinsic motivation are:

▪ Autonomy: The need to have complete control over one’s own life.

▪ Relatedness: The need to maintain companionship or connection with

others.

▪ Competence: The need to do be the best and/or succeed.

Question (Prabhdeep): So, how is Extrinsic motivation

pursued in your organization?

Answer (Mr. Prabhjot): Whenever an individual performs an action or

behavior because the individual is affected by the eternal factors such
as rewards or punishments, such form of motivation is called Extrinsic
Motivation. Extrinsic incentives can be used to motivate a whole group,
thus increasing productivity in workplace or creating a better learning
environment in classrooms. Extrinsic Motivation often occur instantly
as soon as the subject understands the perks of performing certain
actions. We use:

• Rewards

• Awards

• Bonus

Question (Prabhdeep): What does Monte Carlo mainly

deal in?

Answer (Mr. Prabhjot): Monte Carlo Fashions Ltd the flagship

company of Nahar group. The launch was a significant step in
the evolution of branded garment industry in India. Since then,
it has been catering to the ever-growing demands of the
Clothing and Fashion industry. Monte Carlo has pushed the
envelope on high street fashion. The products offered under
brand Monte Carlo, apart from Woolen knitted garments,
include T-Shirts, Shirts, Linen Shirts, Denim, Trousers, Dresses,
Shorts, Tunics, Sportswear & much more for men, women and
tweens (8-14 years age group).
Question (Prabhdeep): What is your Position in Monte
Carlo Ltd.?

Answer (Mr. Prabhjot): I am Sales Manager in Monte Carlo.

Question (Prabhdeep): What are your Roles

Responsibilities in the organization?

Answer (Mr. Prabhjot): My Role is to check that the inventory is on

time. Quality of product is good. Keep all the sales record of my given
area in Ludhiana.

Question (Prabhdeep): What are the key decision

making activities undertaken by you?

Answer (Mr. Prabhjot): There are certain key decision making strategies
undertaken by me as follows:
1. Revenue Generation – One of the main objectives of sales
management is to generate revenue for the organization. The sales
department is solely responsible to bring in the money.

2. Increase Sales Volume – Through efficient sales management, the

organization wishes to increase the number of units sold. This will
ensure that the production facilities do not remain idle and are utilized
to the fullest.
3. Sustained Profits – Sales management has an objective of improving
the profits of the organization through effective planning, coordination
and control. Sales management strives to increase sales and reducing
costs, this ensures good profits for the organization.

4. Organization Growth – With the sustained and continuous sales

management techniques, the organization tends to gain market share
and results in growth of the organization.

5. Market Leadership – With increased sales volumes and profits, ‘sales

management’ enables an organization to become the market leader.

Question (Prabhdeep): What is major source of

information or data that is helpful for your business?

Answer ( Mr. Prabhjot): The most major source is the information

provided by dealers because the dealers are our way to the customers
because of their goodwill in market and also the prices of product as it
will decide the demand will be more or less, if demand is less then we
can give attractive offers to buyers, also the taxation system given by
government also have big say in our business.

Question (Prabhdeep): What are the methods used by

you for analyzing future trends?

Answer (Mr. Prabhjot): As I said earlier the future trends depends on

the word spread around by the customer in the market because word
spreads fast and the only sole word can increase or decrease the
business.
Question (Prabhdeep):What is the importance of
economic information in this kind of venture?

Answer (Mr. Prabhjot): It is very important because if we have lack of

data, how will we calculate that demand is less or more and if it is less
then we need to make feasible strategies for sales.

Question (Prabhdeep): What are your experiences

about this industry?

Answer (Mr. Prabhjot): This is a tough industry to be in, if you are not
coming with good strategies for sale, you’ll be out because there are
lots of brilliant minds waiting in line with so many great ideas, so you
have to be a creative thinker in this hard competition world.
By these questions I concluded my interview with Mr. Prabhjot Singh;
He was very kind to take out time from his busy schedule and answered
all my questions in a supportive manner.
By this interview I got to know more about Organisation Behaviour This
interview was really helpful in getting the more practical insights about
Organisational Behaviour. I thank Ms. Aishwarya Khanna mam for
providing us with this useful project.

Name of Project To study the role of

motivation
Submitted to Ms. Aishwarya Khanna
Interviewer Prabhdeep Singh
Interviewee Mr. Prabhjot Singh
Class BBA-2B