CASE STUDY

Hari Sinha is a Marketing executive with Hardbyte Computer Peripherals Ltd. Ilardbytc is a company with l0 years ofexistence and has a sound product range in computer peripherals. It sells its products at a slightly higher price in the market
because

of its goodwill for quality)Hari Sinha is one ofthe best marketing executives

of the company and enjoys several company benefits fbr his excellent pertbrmanoe.
Hari's boss Sudhir Pradhan is thorotrghlv satisfied with his work and likcs Hari. Hari
on the other hand. likes to
cUslourers.

''4lltit/o.l) (in ,o ih.fiiiii'.iflul buyers rather than small-time dunreslic

llari also likes to work on g[qllgngqg gustome$ but not at the cost of

wasting too much time on really hard to please ones. He constantly keeps hirrself
focused on the targets to be achieve{ for the month and tries to reach the maxirttttt't. For him, it matters to be ahead in the race ofselling and therefore he works vgry hard-

and smart. Sudhir has always tried to ensure that Hari is giverr enough scope to
customers . explore the to small ,. llari's l{titLrclr towards, those marketing executives who*sell ;4, custol.ners Hari J^r\'.i , n. l^ ;: i..'.i*o' .,,, r lle^ T" J is ar iiinVi bcliitfirig in his attitude tu$ards thcm and't{cn ridiillcs thcil cllirt' However, Sudhir has tried to ignore this because of l lari's pcrfbrmance.

potential

on his own. He of course. feels a little worried about

Due to the- Eicnt slicfJin the

customers f,u,

Lir.,-,,.-

s.'"4',a,

IT

industry. Harbyte's business with corporale

has reallocated the targets to

aippJ. O..uuse of this Sudhir

all

the

marketing executives. However, he knows Hari's fetish for corporate clients too well.
IJLrL

lre alsu linows that Hari

will have to be forced to go to small customers

f'ol

promoting the product. He is aware of the t'act that Hari is a man of strong likes and dislikes and hence he is in a fix. He is also apprehensive that if Hari is not giveir an
appropriate assignmelt then he may even consider leaving his job. .Strdhir was t'ully
aware that Hari had no dearth of opportunities. Sudhir knows that the dilemma that he is facing is serious and

will

have to be resolved suitably

Case Questions

l.
2.

From the above description of Hari's character, what seems to be the key motivator l'or Flari? According to David McClelland's Needs Theory. what kind of orientation does Hari possess?
What should Sudhir do to motivate Flari and retain hirr in the organization?