After reading the case illustrated below, please relate your answers to ideas on influencing.
Question 1. Discuss what bases of power does Conrad King have?
Question 2. Do you see politics and networking in the case?
Question 3. What do you think of Conrad's leadership in the New Research Lab and Marion? That is, is his leadership effective and ethical?
Question 4. What do you recommend Sarah do now? Assume that she wants to stay at Marion and become a good leader
Be as detailed and actionable in your recommendation as you can.
Case Scenario: The New Research Lab at Marion Chemical
Sarah Thompson, an intelligent, well-respected chemist in a heavily male profession, believes that knowing how to talk to and manage people is an important asset in a highly technical field. So in college she took as many courses as she could in organizational communication in her graduate program. In the small company that she worked for, she was often praised for her excellent people skills. But her company needed researchers, not managers. After nine years with this small company she felt it was time to move on to a company which could help her move into management.
Several months later Sarah accepted a job with Marion Chemical, a national research and manufacturing firm based in Columbus, Ohio. Marion was known as a mediocre company whose product strategy was to follow rather than forge breakthroughs in the chemical industry.
Marion intrigued her because of its unusual lab management arrangement. She learned in one interview that the New Research Lab was dividing into two cooperative teams in an attempt to increase management control over the technical group. The roles of the team leaders, who were also chemists, were to coordinate projects and to solve people problems. This latter aspect strongly appealed to her. Sarah was hired as one of the team leaders and Joyce Roberts, Manager of New Research, was the head of both teams.
On meeting Joyce her first day at Marion, Sarah was immediately impressed by Joyce because of her dynamic personality and professional, tailored-blue-suit appearance. Sarah thought, “I guess they take management seriously around here. Joyce looks like she’s on her way up and I know it’s not easy for a woman to reach management ranks in this industry.”
Joyce briefed Sarah on the marketing function at Marion Chemical, and how important it was for the Lab’s researchers and especially their team leaders to be innovative. Sarah then asked, “I read that your Lab is working on the DZ100 product. What have your studies found its chemical characteristics to be?”
Joyce repeated the question then said, “We’ve determined, uh, that, well, um... I’d rather have the senior member of your team fill you in on the details of that project. Listen, I want you to know that I’m always here to answer your questions and to help you out. Your responsibility is to keep your team organized and innovative. I’m here to help you in any way I can. We’re all one big team here.” Sarah left Joyce’s office feeling very good about the open lines of communication in the Lab.
Sarah next met with Conrad King, the other team leader. As they spoke he was frequently interrupted by phone calls and questions from lab technicians on his team. However, he did not introduce Sarah to any of his team members - even though Sarah thought the two teams would be working cooperatively.
Sarah: So, Conrad, how do you like the idea of teams in the lab?
Conrad: First, I think it’s a great opportunity for bright lab hermits like us to get into management. That was the major point I stressed when I sold management on the team concept. They bought the whole thing.
S: You’re the one who sold them on the idea?
C: Yup, I felt it was about time we got some real management in here. Now I can go ahead and do things that should have been done years ago.
S: Such as ...?
C: ... making sure that I approve all new research projects and requiring attendance at my weekly update meetings. I’ve got to keep informed about everything that goes on here.
S: How do your new policies affect my team?
C: I would expect your team to honor my policies.
Sarah left Conrad’s office feeling confused and uneasy. What happened to the idea of one big team, she thought. She questioned her role in the department and felt it would be best to discuss her thoughts with Joyce, the lab manager:
Sarah: After talking with Conrad, I’m a little confused about my role. I thought that we were equals. Am I supposed to report to him?
Joyce: Conrad is a wonderful leader – his suggestions have really helped me out here. I trust his judgment. What did he tell you?
S: Well, he told me about some policies that he intended to implement. I get the feeling that he’s building his own empire.
J: Yes, Conrad and I discussed the policies. I think they’re fine. I also think you’re reading too much into the situation. This lab is running smoothly and I want to make sure it stays that way.
S: It seems to me you’re losing power. The long-term success of this lab could be jeopardized if this is the case.
J: Since I’ve been here I’ve brought this lab from disorganization to an organized team. That’s a great accomplishment. You might find out a little more about us before you jump to conclusions. Everything will be just fine. Let’s not make waves, okay?
Sarah left Joyce’s office feeling even more confused and a little helpless. When she got to her office she had an email which said:
Congratulations Joyce!
Tomorrow we’ll have cake and coffee in the cafeteria in honor of Joyce Roberts who will be leaving us Friday. Joyce has been promoted to National Sales Manager because of her success and innovativeness as Manager of New Research.
In her sixteen months here she has creatively implemented the team approach to lab management thereby making Marion Chemical the only lab in the country to have completely participative lab management.
Sarah was appalled: Sixteen-month term? How could the Lab make long-term plans if Lab managers turned over at this pace?
On Monday Ron Summers was introduced as the next manager of New Research. Sarah later studied his background and found that he had worked as a sales representative with Marion for six years then became a district sales manager then a regional sales manager. He is apparently “upward bound” and waited until the right team management position came along so he could make his transition to upper management. She also learned from the grapevine that anyone who stays for more than two years is considered a loser. “Some joke,” she thought, “the joke’s on us, the researchers.”
Sarah decided to hold a team meeting to get the group’s thoughts on Lab management. The team’s conversation proved interesting.
Sarah: I’d like to get to know each of you better – find out what your interests and goals are. What do you think about management in this Lab?
Team member 1: What management? We get a sales manager who hops on the merry-go-round one year and gets off the next. Our managers have no ideas what we do.
TM 2: I think you’re being too harsh. Joyce always made herself available.
TM 3: Sure ... available to talk about personal problems or to give us a pep talk about how we’ve got to work together for a breakthrough in the marketplace. All talk, talk, talk about sales.
S: How about Conrad? What’s his role here?
TM 3: He’s been here only three years and he’s already a team leader. I don’t know how he does it but he seems to know management’s buttons. Last year I tried to get a new piece of equipment in the lab. It would cost Marion about $25,000 but it would pay for itself in a few years because we’d save so much time.
I couldn’t get management to even talk to me about it so I went to Conrad. He wanted some estimates on how much the lab would save from the new equipment and any other facts to support the purchase.
I know for sure he made several phone calls to friends he’s made in management. He seemed to know which buttons to push and what to tell each manager. Before I knew it I had the new equipment.
TM 4: Yeah, and I remember that Joyce got the award for introducing the new equipment. It sure did increase productivity dramatically! She looked pretty good to upper management.
S: Mmmm. I think I’m getting the picture. What do you think about Joyce getting the recognition for your idea?
TM 3: Hell, I don’t care about that. I just wanted to get the equipment so I could run some important tests in an experiment. I don’t want to get into management so I don’t want to play the political game.
TM 2: Somebody’s got to do it. At least Conrad is one of us. He understands what we do and what we’re trying to accomplish. He’s the one really running the place.
As she left the meeting Sarah thought, “I’m going to keep a close eye on Conrad and Ron Summers so I can find what I’m up against.”
The next week Paul Johnson, one of her team members, told her that he had discovered a new plastic. He believed that it had the potential to revolutionize one of Marion’s markets. When Sarah enthusiastically shared the news with her team, surprisingly several team members asked, “Which team will get to investigate this new plastic?” Sarah thought, “Paul is on my team so we will do the research. I’d better share the news with Ron Summers.”
Sarah briefly told Ron about the news. He congratulated her and Paul: “That’s the kind of innovation that will make Marion Chemical a market leader!” He told Sarah he’d get back to her to discuss how they should proceed. He then left for Conrad’s office.
Ron and Conrad discussed the new development.
Ron: I sense from Sarah that this plastic has great implications for Marion.
Conrad: Well, Sarah may be a little more enthusiastic than she should be. Now we have to do a lot more investigation. She may not be ready for that.
R: What’s next?
C: It’s critical that Paul be on the investigating team because of his understanding of the new material.
R: This is important to me. If this discovery is big I want to make sure we do it right.
C: I understand. Listen. I’ll take Paul on my team. Then I can get this thing done for you. Ron, it’s going to be a big success. Wait and see.
Ron stopped by Sarah’s office and said, “It’s all taken care of. Paul will join Conrad’s team since Conrad has more experience with this sort of thing. I’ve decided that he should lead the investigation.
Sarah was outraged. As she threw crumpled paper into her wastebasket in her office, she sat fuming and thinking.