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Xavier, a Sales Manager, Set Extremely High Daily Sales Targets

question 65

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Xavier, a sales manager, set extremely high daily sales targets for his subordinates. As none of his subordinates were able to meet those targets, he gave poor ratings to all subordinates. Which of the following errors did Xavier make?


Definitions:

Departmentalization

The method of dividing an organization into distinct departments or units, each specializing in a particular function or area of operation.

Machine Bureaucracy

A highly structured, formal organization model, optimized for efficiency and characterized by a clear hierarchy, division of labor, and a focus on routine, repetitive tasks.

Simple Structure

An organizational design characterized by a low degree of departmentalization, wide spans of control, authority centralized in a single person, and little formalization.

Adhocracy

An organizational structure characterized by flexibility, employee empowerment, and an emphasis on innovation and problem-solving rather than hierarchy and strict procedures.

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