TaughtSubject:Leadership Credits:3 Lecturer:hysuhendra,M.

A
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Instruction
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Youmayormaynotopenthebook.Itisbestadvisedthatyoutreatthispreexamasarealexamwith
closed book, so you may measure your ability. The following are some case studies. You may choose
accordinghowmanycasestudiesyouaregoingtoanswer.Thereisnoobligatoryminormaxnumberof
casesyoumustdo.
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1. Belowarecasestudies,comprisingofvariousC(case)andonetotwotypesofQ(Question)
A.
C: One day, an MBA graduate of a wellknown university visited his friends store at a small town. His
friendleftthestorebriefly,ashewasabouttoshowerforanhour.Whenhisfriendwasinthemiddleof
bathing, he shouted all the time, asking how much soap or what the price of butter from behind the
bathroom door, because he did not know what the price of these items. He is not competent in that
field.Evenso,itdoesnotmeanheisstupid.
Q: In situational approach, there is several the leaderfollower relationship situations that in each
situations would be best suited to several certain styles as well. Mention all the leaderfollower
relationshipsituations?Inwhichsituationsandstylestheaboveno.1caseisbestsuited?
B.
C: A company that sells paints for furniture companies recruiting graduates to be technical salesman.
The difference with ordinary salesman is that the technical salesman must be able to sell as well as
demonstratetheuseofpaintwithmodernspraysequipments.
In the first stage, this type of salesman sales must be accompanied by a sales supervisor, where the
supervisor will show you how to sell, how to approach potential customers, and how to conduct
negotiations.Afterthreemonths,theyremaintobeguidedbyasupervisor,butatthattimetheywere
theoneswhotalkedtoprospectiveclients,whilesupervisorsonlyprovidesupportoverseveraldifficult
salescases.Threemonthslater,itisthetimetheyareabletodoeverythingbytheirownwithnolonger
supervision.
Q:Whydoyouthinkthissortofsuchneededassistancefunction,givetworeasons?Whatisatheoryof
leadershiporacertainleadershipapproachbehindthisabovecase?
C.
C: Your department has been under funding restrictions and it is time to consolidate to all parts under
your department. You think to assign a representative to handle the consolidation. You plan to assign
yourdeputytohandlesuchconsolidation.Yourdeputywillbetaskedtofindthedata,makedecisions/
givejudgmentsandsuggestionstoyouaboutwherethebudgetcanbemaintainedandwhichshouldbe
reduced.Thedeputyofyourchoiceisthepersonyoutrustandreceiverespectfromotherpeopleunder
yourdepartment.Hereallywantstoworktoconsolidateitwithfullresponsibility.
Q:Whatareyougoingtodo?
D.
CS: You have set up a department in the new area and have been digging information about how the
performanceofyourstaff.Youreceivedareportaboutanewfemaleemployeeandalsoinexperienced
whodoesnotfollowthegiventasksinaccordancetoinstructions.Sheisaveryenthusiasticandwants
toworkwellinyourcompany.
Q:Whatareyougoingtodo?
E.
C: As a director, you assign staff to be responsible on a campaign program (a kind of special discount
program).Previouslyyouhadworkedwithhimandsuccessfullyrunthepreviousprogram.However,he
wasnotsoconfidentinhisabilitytothisnewproject.
Q:Whatareyougoingtodo?
F.
C:Youhavea30percentequitystakeinalargecompanyyoulead,aportablestereoradio
manufacturingcompanythathasawellknownbrandpublic.Othershareholdersofthecompany
managementhandedtoyousothatyouholdthepositionofCEO.Competitorssellradiosataprice80
percentofthepriceoftheproductsyousell.
Youreceiveasalesreportwhichshowedthatduringthelastthreemonths,thevolumeofyourradio
salesdecreasedfivepercentpermonth.
Q:Whatinitialstepsdidyoudotoaddressthisproblem?

G
C:DuetothesuccessfulpromotionprogramconductedbytheMarketingDivision,thedivisionthatyou
are leading (candy production) suddenly flooded with orders. Previous machines with capacity of
existingproduction,regularproductionscheduleisrunforoneshift(MonFri)andsometimesovertime
on Saturdays and Sundays. With these orders flooded conditions, production runs two shifts (Monday
Sunday). However, production capacity still cannot meet all orders; only 90 percent of all orders are
fulfilled.Ithasbeenrunningformorethanthreeweek.YouhearthatDivisionMarketingplannedtolink
theadsinamorevigorousprogramagain.
Q: What are your actions as head of production to solve the short term, medium term and long term
problemyouwillencounter?
H
C:Soysaucefactorybelongstoyourfamilyinwhichyouinherititfromhavearelativelyfamousbrandin
certaincirclesandhavealoyalcustomer.Thisisbecausetheproductionofsoysauceyouproducehave
good quality , using black soybeans choice which is really old and lumpy and processed it using the
traditionalwayevenifittakesalongerproductiontime.
Asaresult,thesoysaucehasadistinctivearomaandflavorthatcannotbeimitatedbyotherbrandsof
soy sauce. The advantages possessed by the soy sauce become simultaneously its weakness. Although
the price is quite competitive but small traders such as meatballs sellers or fried rice sellers complain
abouttheviscosityofthesoysauce.Accordingtothem,itisdifficulttopourthesoysauceanditmust
bedilutedfirstwithwater,thenhaveitpackagedinanewbottle.Anotherproblemistheviscosity.Since
itsviscosityistwicetoregularsoysauce,itisdifficulttouseitformakingaparticulardish.
New generation stores is relatively reluctant to accept that kind of soy sauce for sale because the old
fashionedbrandlabelwithitsblackandwhiteincolorhasneverbeenredesigned,soitlookslikeausual
screened. The label of your brand look unattractive, moreover you never have it advertised. The
customeristheoldandfamousrestaurantsandhousewivesespeciallythosewhohavebeeninmiddle
age.
Youhaveinherited thesoysaucefactorywith conditionsthatarestillrunning,butsalesandprofits do
not increase, even tends to decrease. If there is no increase in profit, the company potentially is to be
closed due to the salaries of the employees has to increase every year, as well as other costs, such as
electricityandrawmaterials.Youwishtomaintaintheexistenceofthesoysaucefactory.
Q:Tothatend,whatareyougoingtodo?

2.
InordertobeALEADER,onemustmeetseveralrequirements.Mentioneightrequirementsforbeinga
leader?
3.
Thetwobelowillustrationstelltwoofeightrequirementsforbeingaleader,whatarethey?
A.
Oneuniqueeventiswhenapersonholdingaburningcandleandsharecandleflametoahundredother
candles.Thefirstcandleflameisnotdiminishedorsmaller,butstillthesame.Theroombecomesbright
becausethelightsobtainedfromonehundredcandleswerelit.Someonecansharecandleflamestothe
other,withoutreducingthesizeofonesflame.
B.
A printed media, on May 7, 2009 reported that Suparman, a taxi driver in Menteng, Central Jakarta,
returned a bag belonging to a passenger in his cab. The bag contains the money which is around two
billionRupiah.Thebagwaslaterknownbelongtoanelderlycouple.Thatistheirpensionfortheirentire
lifetheywanttosaveinthebank.
When being interviewed, the taxi driver says that he is not a hero. He just felt being compelled to do
whatheshoulddo,thatistoreturnthegoodsthatarenothis.
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