Mis trabajos

MICHAEL MORRIS

THE

FIRST-TIME

MANAGER

3RD EDITION

THE FIRST STEPS TO A BRILLIANT MANAGEMENT CAREER

THE

FIRST-TIME

MANAGER

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THE

FIRST-TIME

MANAGER
MICHAEL MORRIS

3RD EDITION

THE FIRST STEPS TO A BRILLIANT MANAGEMENT CAREER

London and Sterling, VA

To Charles and Hilda Morris
Publisher's note Every possibleeffort has been made to ensure that the information contained in this book is accurate at the time of going to press, and the publisher and author cannot accept responsibility for any errors or omissions, however caused. No responsibility for loss or damage occasioned to any person acting, or refraining from action, as a result of the material in this publication can be accepted by the editor,the publisher or the author. First published in 1988 Second edition 1994 Reprinted 1995, 1999 Revised second edition 2001 Third edition 2005 Apart from any fair dealing for the purposes of research or private study, or criticism or review, as permitted under the Copyright, Designs and Patents Act, 1988, this publication may only be reproduced, stored or transmitted, in any form or by any means, withthe prior permission in writing of the publishers, or in the case of reprographic reproduction in accordance with the terms of licences issued by the Copyright Licensing Agency. Enquiries concerning reproduction outside those terms should be sent to the publishers at the undermentioned addresses: Kogan Page Limited 120 Pentonville Road London N1 9JN United Kingdom www.kogan-page.co.uk © MichaelMorris 1988, 1994, 2001, 2005 ISBN 0 7494 4384 7 British Library Cataloguing in Publication Data A CIP record for this book is available from the British Library. Library of Congress Cataloging-in-Publication Data Morris, M. J. (Michael John) The first time manager : the first steps to a brilliant management career / Michael Morris -- 3rd ed. p. cm. ISBN 0-7494-4384-7 1. Management, I. Title.HD31.M6396 2005 658.4--dc22 2005004334 Typeset by Saxon Graphics Ltd, Derby Printed and bound in Great Britain by Clays Ltd, St Ives plc Kogan Page US 22883 Quicksilver Drive Sterling VA 20166–2012 USA

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Contents
What this Book is For 1. Your New Job and Why You Are There Things are different now 3; Culture and Structure 5; Management: fact and fiction 11; Your new environment 13; Doing thejob 16; Morality 17; Dealing with change 19; The boss 20; What do you want? 22 2. The First-Time Manager and Other People Success with your people 24; Communication and motivation 27; What the research tells managers about people 30; Management styles and fashions 35; What else makes your people work? 36; Communication 39; Power, authority and responsibility 47; Leadership 48; Health 55; Managementstyle 56; Your boss 57; Your boss’s boss 59 3. Can Your Organization Survive? Why should you care? 61; The structure of organizations 62; Organizations, society and the law 63; The grip of the past 65; Survival of the fittest 66; The environment 67; Environmental change and responses to it 69; Takeovers and mergers 71; Organizational analysis 74 4. The Principles of Management The manager’s role77; Goals and targets 78; The overall aim 80; Management by objectives 82; Management techniques: their place in your job 84; Judgement, experience and training 85; Dealing with complexity 86; Statistics 89; Pareto’s Principle, or the 80:20 rule 104; Written records 106 1 3

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Contents __________________________________________________________

5. Marketing Marketing: whatit involves 108; Listening to the market 109; The place of marketing 110; Marketing people 111; Marketing and communication 112; The marketing task 114; Advertising 118; Distribution channels 121; Selling and the sales force 123; Physical distribution 124; Product design 125; Pricing, positioning and the marketing mix 125; Sales promotion 126; Trade relations 127; Public relations 127;...