Look over the article following the play, entitled
"Shape Up or Ship Out." While some of what the salesman face in Glengarry
Glen Ross is exaggerated, this article suggests that in the restaurant industry,
intimidation and internal rivalry are often used to improve employee performance.
Under what circumstances are such tactics legitimate?
Are they ever legitimate? Is there a way to incorporate these tactics in a
positive way?
Consider Bob Lee, owner of the Big Texan Steak Ranch in
Amarillo, who "assigns his most productive waiters to the prized Grill Room, the
most-requested of the restaurant's seven dining rooms, and the one that draws the biggest
tipping customers."1 At one level this seems fair; those who perform
well ought to be rewarded. But how can you become one of the most productive waiters
if you are denied the best tables? Lee's system of rewards also punishes those who
are less productive, and makes it more difficult for them to increase
their productivity. Is this the best way to improve overall employee performance?
Your assigment is to analyze the tactics used by at
least 4 of the restaurant owners described in the piece (except the one described above).
Which (if any) do you believe are effective? Which are detrimental?
Use some of the theories we have examined so far to
evaluate these tactics. For example, what would Kouzes and Posner say about Forbes
Cross's "bingo" contests? (Click here to
review the ten practices of leadership).
Perhaps you might justify what these owners do by
appealing to the list of situational factors we discussed earlier, about when a more
directive leadership style is needed. (Click here to review that
list).
Your essay will be evaluated on the depth of your
reflection, and incorporation of what we have discussed so far.
