Faculty & Research

Research Productive

Show result

Search Query :
Area :
Search Query :
2757 items in total found

Working Papers | 2003

Net-Based Promotions: Practices, Prospects and Challenges

Kureshi Sonal and Vyas Preeta

The dynamic technological advancement brought around increasing use of electronic communication. Net as a medium is endowed with unique characteristics that has assisted the growth of e-commerce and in turn increased use of net-based sales promotions. For this study net-based promotions are defined as those sales promotion offers which are announced on internet and are to be availed either/ or online/ off-line. The paper examines the characteristics, practices, prospects and risks of consumer sales promotions through this medium. To gain insight into current practices, consumer sales promotion on three different sites, general, specialised and e-commerce sites were studied. The most frequently promoted product categories across sites were apparel, phones, airlines, books, and watches. Price-off followed by free gift offer was the most commonly used type of net- based promotions. Managerial issues relating to product, design and communication are discussed.

Read More

Working Papers | 2003

Talking Up: Study of Upward Influence Strategies

Asha Kaul

In organizations with emphasis on transparency, flexibility, informal talks and open door policies, subordinate-superior relationships and communication patterns are a significant deviation from the norm. This study analyzes transcripts of 23 pieces of interviews for identification of Upward Influence (UI) strategies in a multi-national FMCG company, with aforementioned cultural traits. Extensively discussed strategies like, imitation, reason and logic, and upward appeal, were identified through conversation analysis. Two new strategies, emerged in the course of the analysis, viz. reasoned aggression and nonchalance. The study describes the choice and use of UI strategies in this particular organization. It proceeds to discuss the need for improved understanding of UI strategies in isolation and combination, and in relation to culture, team affiliations, and interpersonal relationships.

Read More

Working Papers | 2003

The Road Map For Tomorrow

Parikh Indira J

"The Road Map for Tomorrow", looks at the woman and the workplace within the Indian context. The authors discuss the paradoxical situation in India, the complexities of the country, the vast differences between rural and urban India and the baffling mix of tradition and modernity. The seemingly conflicting demands of the workplace and of motherhood and other societal roles is explored with a view to finding a Golden Mean, a new paradigm which may be possible in tomorrows world, given the advent of enabling technologies and globalization. The crucial role that women can play not only in the organizational context but also in the process of nation building is discussed. The importance of Education and "Teacher Leaders" is emphasized. Women can play a vital role in this process of social transformation. The old saying, "The Child is the Father of Man" can be replaced by "the Girl Child is the Mother of Mankind". Indian women carry the legacy of a civilization thousands of years old. This legacy is a mixed blessing, in that it is both a burden and a source of inspiration. The challenge is to distill the best from the past, transform ancient wisdom into modern day paradigms and not be shackled by the bondage of age- old dogmas and beliefs. The new millennium may well usher in an era, where not only women, but the entire human race can more easily achieve self-actualization and both professional and personal satisfaction. The leaders of tomorrow should be identified not by their gender, but by their capability and merit. The paper ends with the hopeful note that men and women will both create spaces and roles to enjoy multi-dimensional lives which are fulfilling at work and home and which allow for individual choices for personal and professional growth.

Read More

Working Papers | 2003

Women And Leadership Roles

Parikh Indira J

Women and Leadership Roles is culled from workshops conducted by Prof. Indira Parikh at the IIMA. From 1980 till date programmes exploring issues facing Women in Management are offered at the Institute. Issues surrounding leadership, work roles and authority are debated. The objectives are to explore the influence of the transformation of organisations on womens roles in the corporate world; to explore leadership roles and also individual life-spaces; to discover wholesome ways to actualise dreams and chart new career paths. The programmes are divided into two modules, Conceptual and Experiential. The conceptual module explores the impact of transformation in organisations on individual employees, particularly women. In the experiential module, the exploration is around life-spaces and systems where processes of socialisation in both family and work settings are highlighted. How did women who are impacted by these diverse interfaces give shape to their roles? The paper discusses the experiences of the participants at home and at the workplace. Shifts in the mindsets of people and the society have contributed to the acceptance of working women as capable, hardworking and committed professionals and individuals. On the other hand, women commonly feel a constant pressure to perform and prove themselves at the workplace and simultaneously, a persistent feeling of guilt in coping up with the expectations of the family at home. Although several women have been successful in striking a balance between home and work, not many have managed to assume leadership positions in the corporate world, which was still considered a mans domain. An important and interesting issue discussed in the paper is the exploration of womens life spaces, their identity and the roles they take, especially in terms of leadership. The life-space of women vis-à-vis the home and family and also vis-à-vis the workplace is analysed and discussed by the participants. At the home front the dynamics of in-laws, especially the interface of the women with their mother-in-law, their experience of motherhood and the dynamics of relationships with the husband, all contribute to the dilemmas of marriage. The women shared some of their personal experiences related to their entry into the workplace and their interfaces with their superiors, colleagues and subordinates of both genders. The dilemmas faced by women in terms of assuming leadership roles, climbing the corporate ladder and contributing to decision-making processes in the organisation are, anchored in the socio-cultural context as well as in the maps and definitions they carry from the past. Future scenarios were also painted by the participants. For the first time in recent history women have begun to assume leadership roles in the corporate world and are hopeful of blazing new trails for future generations and creating new role models. Women can look forward to the future with optimism. Women are experienced in managing one of the most complex organisation imaginable - the household, and therefore can apply their skills and experiences in terms of hard work and sensitivity in managing relationships, at the workplace. The authors discuss how women can be successful leaders if they achieve congruity between their inner instincts and their career goals. The Indian Woman today is at a threshold where she is confronting not only herself and her own inner feelings, historical conditioning and fears, but also managing interfaces in the outside world, both at home and workplace. As recent role models demonstrate, women tentatively are crossing this threshold, challenging themselves and blazing a new path for future generations. Indian women and the society as a whole has moved from well-entrenched gender-centric roles, where Man was considered the leader and provider and Woman the idealised deity, submissive and subservient to the wishes of her family. The revolutionary thinking that is emerging, partly due to education and Western influences, recognises roles that are not stereotyped by gender and allow men to recognise their femininity and women their masculinity. This transformation is far from complete; however important beginnings have been made particularly in the metropolitan cities and in tomorrows industries where enabling technologies have brought dramatic changes in terms of creating virtual workspaces.

Read More

Working Papers | 2003

Bureaucratic Corruption: Efficiency Virtue or Distributive Vice?

Kulshreshtha Pravin

Governments frequently allocate resources at low prices and on a first-come-first-served basis because of reasons of equity and a concern for the poor. However, bureaucrats who distribute these resources often take bribes. This paper develops a rigorous model to analyze the distributional, efficiency and public policy implications of bribery in such situations. It is shown that at low prices, the poor would choose to wait while the rich would pay the bribe to obtain the rationed commodity. If the good is in extreme short-supply, the bureaucrat would allocate all units to the rich and the poor would be excluded. Contrary to the assertion made in the corruption literature, bribery may not enhance allocative efficiency.

Read More

Working Papers | 2003

Upward Influence: A Linguistic Act of Gaining Compliance

Asha Kaul

Employees within the organization are faced with the task of influencing their superiors and gaining compliance. By effectively using influence they can secure desired results and resources from their superiors. According to scholars and researchers use of appropriate upward influence strategies also contribute to the effective functioning of the organization. While considerable work has been done on strategies, literature on the medium through which these strategies are applied, viz. speech, is sparse. The study attempts to bridge the gap by demonstrating through analysis of dialogue in the corporate environment that study of speech and familiarity with rules can facilitate the process of upward influence. It draws on Speech Act Theory to prove that employees can frame their strategies for successful upward influencing by structuring them in accordance with linguistic rules.

Read More

Working Papers | 2003

Business Ethics versus Economic Incentives: Contemporary Issues and Dilemmas

Kulshreshtha Pravin

This paper is based on my experience with teaching a course on ethical dilemmas faced by individuals, managers and businesses in contemporary societies. Modern economic thinking generally presumes that individuals and businesses in a society follow their own self-interest, or private economic incentives. The course highlighted the importance of ethical considerations for action that are based on consideration of others rather than ones own. Four significant ethical dilemmas of modern societies, concerning Crime Reduction and Legalization of Drugs, Saving the Earths Environment, Abortion and Ethics in Business were chosen for class discussion. The readings on ethics in business covered views by management experts such as Peter F. Drucker and David Vogel on the meaning, relevance and evolution of business ethics in modern societies. The pedagogy of the course consisted of lectures and group discussions, during which relevant ethical issues were analyzed by using real-world examples and cases. In a rapidly globalizing economy, Indian managers are likely to confront complex ethical concerns. Therefore, Indian managers need to acquire a deeper knowledge and understanding of ethics in business. A course on business ethics in India should aim to enhance students understanding of ethical behavior, keeping in view the globalization process that is influencing the functioning of Indian firms today.

Read More

Working Papers | 2003

Communication Standards Adoption in Developing Economies: Issues and Options for India

Rakesh Basant and Ramadesikan G R

Given the importance of communications in todays world, its spread in developing economies is critical for their development. Emergence of standards reduces market and technological uncertainty and lays the foundation for market creation and enhances the diffusion of communication technologies partly through the advantages associated with network and scale economies. Standardisation has also become important with the rise in cross-fertilisation between information technology (IT) and other technologies, especially in communications. Under these circumstances, strategic implications of IT standardisation are huge because standards can determine the growth potential of individual firms, affect the competitive advantage of nations and even development of technologies and their diffusion. Policies for standards adoption have been used world-wide to facilitate the diffusion of communications technologies, acquire a larger market share of the global telecom market, build technological capabilities. The paper reviews various approaches to communications standard adoption as well as the experiences of other countries. These approaches and experiences and the associated market and regulatory failures are evaluated in the context of the current Indian situation. This evaluation suggests that a standards neutral policy is desirable for India.

Read More

Working Papers | 2003

Commercialization of Traditional Knowledge Based Technologies by Small Entrepreneurs: An Exploration of Strategic and Policy Options

Awasthy Dheeraj, Rakesh Basant, and Gupta V

The paper is based on the case study of an entrepreneur who has invested his career in developing a new product based on traditional knowledge. Using this case we highlight the issues faced by a small entrepreneur in the commercialization of traditional knowledge based technologies in pharmaceuticals industry. The framework developed by Teece is used to analyze the strategic options available to the entrepreneur in a weak appropriability regime. We also analyze a hypothetical scenario of strategic options available to the entrepreneur if the appropriability regime was strong. Since traditional knowledge based entrepreneurial activities have significant scope in India, it is important to explore the policy and strategic options that are available to us. In the context of the case study, the concluding part of the paper reviews these options and the associated implications for the holders of traditional knowledge.

Read More

Working Papers | 2003

US-India Technology Co-operation and Capability Building: The Role of Inter-firm Alliances in Knowledge Based Industries

Rakesh Basant

The paper reviews some Indo-US technology cooperation initiatives and analyses data on inter-firm alliances in knowledge based industries, especially Information Technology (IT). It shows that the market driven increase in the alliances between Indian and US enterprises has significantly enhanced the variety of linkages between Indian and US entities, both public and private. And that these linkages have contributed to capability building and diversification by Indian partners. A variety of spillover benefits of international technology alliances are highlighted. It is suggested that issues relevant for Indo-US co-operation at different levels need to be analyzed together in order to appreciate the complementarities across linkages of various types. For example, linkages between the public sector entities of the two nations may enhance the potential private sector networking initiatives. The paper also argues that while building of public institutions and policies relating to trade, technology and investment remain important for Indo-US technology co-operation, a shift in policy focus to "market induced" inter-firm alliances may be desirable.

Read More
IIMA