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[ Preparation: Glengarry Glen Ross ] [ Reflection: Glengarry Glen Ross ]
The introduction provided in the case gives you a good overview of both the play and
the film. As you read the excerpts and watch the film, I want you to
focus on the strengths and weaknesses of the system used in this real estate office to
motivate its sales force. Specifically:
- What is the "culture" of this office? (To review what counts as
"culture," click here).
How does this culture contribute to the pressure and tension each
salesman feels?
What sorts of power and influence are used here? (Click here to review French and
Raven's five types of power, and the different influence tactics one might use).
Suppose you were in Williamson's shoes...could you find a better way to
run the office? (Remember, you can't just change everything -- you are constrained
by the "bosses uptown," the expectations of the sales force, etc.)
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