Analysis of Organizational Behaviors in Glengarry Glen Ross Essay

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Organizational Behavior

Final Paper-Organization and Management Analysis of the movie: Glengarry Glen Ross

Glengarry Glen Ross is a 1992 film adaptation of a play by David Mamet. The film depicts four salesmen pressed to sell the Glengarry Highlands and Glen Ross Farms real estate properties. It is assumed that Mitch and Murray, the unseen business owners, are unhappy with the sales performance of the office, as they send a motivational speaker, named Blake.
Blake (played by Alec Baldwin) is sent to challenge the staff. Blake is merciless in his criticism of the salesmen. Blake holds a stack of cards containing contact information of people interested in the property. He waves the stack of potential leads
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(Greenberg. Pg 450). This may explain Blake’s derision for the sales group; as he closes his rant, he says, “I came here because Mitch and Murray asked me to. They asked me for a favor. I said the real favor, follow my advice and fire your f------ a-- because a loser is a loser.” He clearly believes they are not great people and are not born with the attributes to be leaders. The great person theory describes born leaders have special traits in common; as Greenberg describes, born leaders share traits and characteristics of: Drive, Honesty and integrity, Leadership motivation, Self-confidence, Cognitive ability, Knowledge of the business, Creativity, and Flexibility. (Pg. 450). While Blake may have some of the attributes, he did not possess the attribute for “Flexibility”. Greenberg defines Flexibility is the, “Ability to adapt to needs of followers and requirements of situation.” (Pg. 450). Blake did not adapt his approach to create inspiration and motivation for the sales crew. He used pressure to power his influence by giving them an ultimatum or they face losing their job; and pressure to produce a sale in order to be rewarded with a valuable lead to another sale.
Motivation is not only about money. As Greenberg points out, motivation and job performance are not synonymous. (Pg. 215) Occasionally, even with high motivation, the job performance
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