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Business Studies 243NotesMODULE -3Business Management13DIRECTING

The managerial function of directing is like theactivities of a teacher in a classroom. Inorder to teach, a teacher has to guide his students,maintain discipline, inspire themand lead them to the desired goal. It is a veryimportant function in the management of anyenterprise. It helps the managers in ensuring qualityperformance of jobs by the employeesand achievement of organisational goals. It involvessupervision, communication andproviding leadership to the subordinates andmotivating them to contribute to their best ofcapability. In this lesson we shall learn about thisfunction in detail.OBJECTIVESAfter studying this lesson, you will be able to: state the meaning and importance of directingfunction; identify the elements of directing; describe the meaning and importance ofcommunication;

state the different types of communication; explain the meaning, functions and importanceof supervision; describe the meaning and importance ofmotivation; state the various ways of motivation; explain the meaning and importance ofleadership; and

identify the qualities of a good leader.


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13.1 MEANING OF DIRECTINGWhile managing an enterprise, managers have toget things done through people. In orderto be able to do so, they have to undertake manyactivities, like guide the people whoSenior SecondaryNotes244MODULE -3Business Managementwork under them, inspire and lead them to achievecommon objectives. An office manager,for instance, has to supervise the activities of hissubordinates, i.e., typists, office assistants,dispatchers, accounts clerks, etc. He has to issueinstructions to them and describe andillustrate the work and related activities. He has totell them what to do, and how to do it.

The office manager can plan, organise and appointpeople, but he can not get things done,unless he assigns specific duties to his subordinatesand motivates them to perform well.All these activities of a manager constitute thedirecting function.

Thus, directing is concerned with instructing,guiding, supervising and inspiring people inthe organisation to achieve its objectives. It is theprocess of telling people what to do andseeing that they do it in the best possible manner.

The directing function thus, involves: telling people what is to be done and explainingto them how to do it; issuing instructions and orders to subordinates tocarryout their assignments asscheduled;

supervising their activities;


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inspiring them to meet the mangers expectationand contribute towards the achievementof organisational objectives; and

providing leadership.Managers plan and take decisions. They organise todefine the work and create suitablepositions in the enterprise. People are employed toperform the jobs, but the actual workof getting the job done comes under the directingfunction. Thus, directing is managementin action. It is through the exercise of this function

that managers get things done throughpeople.13.1.1 IMPORTANCE OF DIRECTINGPlans remain mere plans unless they are put intoaction. In the absence of direction,subordinates will have no idea as to what to do.

They will probably not be inspired tocomplete the job satisfactorily. Implementation of

plans is, thus, largely the concern ofdirecting function. As a function of management,directing is useful in many ways. It guides and helps the subordinates to completethe given task properly and as perschedule. It provides the necessary motivation tosubordinates to complete the work satisfactorily

and strive to do them best. It helps in maintaining discipline and rewardingthose who do well. Directing involves supervision, which is essentialto make sure that work is performedaccording to the orders and instructions. Different people perform different activities inthe organisation. All the activities are


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interrelated. In order to co-ordinate the activitiescarried out in different parts and toBusiness Studies 245NotesMODULE -3Business Managementensure that they are performed well, directing isimportant. It thus, helps to integratethe various activities and so also the individualgoals with organisational goals. Directing involves leadership that essentiallyhelps in creating appropriate workenvironment and build up team spirit.13.1.2 ELEMENTS IN DIRECTINGCommunication, Supervision, Motivation andLeadership are the four essential elementsof directing. In the subsequent sections we shalldiscuss about the nature and significanceof each of these components.

INTEXT QUESTIONS 13A1. Define the term Directing.____________________________________________________________________________________________________________________________2. Complete the following incomplete words bytaking clues from the statements given

for each. Every blank represents one letter only.(a) D __ __ E __ T __ __ G(b) __ E A __ __ R __ __ I P(c) M __ T __ V __ __ I O __(d) S U __ __R __ __ S __ O __Clues:(a) It guides and helps the subordinates to completethe given task properly and as

per schedule.


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(b) It helps in creating appropriate workenvironment and build up team spirit.(c) It makes sure that work is performed accordingto the orders and instructions.(d) It ensures that work is done according to ordersand instructions.13.2 COMMUNICATIONCommunication is a basic organisational function,which refers to the process by which aperson (known as sender) transmits information ormessages to another person (knownas receiver). The purpose of communication inorganisations is to convey orders,instructions, or information so as to bring desiredchanges in the performance and or theattitude of employees. In an organisation,supervisors transmit information to subordinates.Proper communication results in clarity andsecuring the cooperation of subordinates.Senior SecondaryNotes246MODULE -3Business ManagementFaulty communication may create problems due tomisunderstanding between the superiorand subordinates. The subordinates must correctlyunderstand the message conveyed tothem.

Thus, in communication: there are two parties, one is known as the senderand the other is known as receiver; there is a message sent by the sender to thereceiver; and the receiver receives the message andunderstands it.


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Communication does not always flow fromsupervisor to subordinate. It can also be froma subordinate to a supervisor. For example,subordinates can pass information to thesupervisor about the faults/problems at theassembly line. Thus, it is a two way process.13.2.1 IMPORTANCE OF COMMUNICATIONCommunication in organisations is so important thatit is said to be the lifeblood of theorganisation. Success of direction largely dependson how effectively the manager cancommunicate with his subordinates. Propercommunication in organisations at all levelsand between all levels can improve both thequantity and quality of output. Some of thebenefits of communication are as follows: Communication helps employees to understandtheir role clearly and perform effectively. It helps in achieving co-ordination and mutualunderstanding which in turn, leads toindustrial harmony and increased productivity. Communication improves managerial efficiencyand ensures cooperation of the staff. Effective communication helps in mouldingattitudes and building up employees morale. Communication is the means through whichdelegation and decentralisation of authority

is successfully accomplished in an organisation.13.2.2 TYPES OF COMMUNICATIONIn an organisation communication can be madefrom supervisor to subordinate, fromsubordinate to supervisor and also between twosupervisors at the same level.Communication can be done orally or in writing oreven through gestures. Communication


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may be made through formal or informal channels.Thus, the various types of communicationare as follows.On the basis of channel used On the basis ofdirection On the basis of mode used(i) Formal (i) Upward (i) verbal - (a) oral, (b) written(ii) Informal (ii) Downward (ii) Non-verbal (gestural)(iii) Horizontal(iv) DiagonalBusiness Studies 247NotesMODULE -3Business ManagementLet us now discuss these briefly.(a) Formal and Informal Communication

The path through which information flows is calledchannel of communication. In everyorganisation we have both formal and informalchannels. The paths of communicationwhich are based on relationship establish formallyby management are the formal channels.For example, the General Manager communicates adecision to the production managerwho may then issue orders or instructions to theforemen. It may also be like a workerapplying to his supervisor for a loan from the GPFaccount. He/she forwards it to theManager Accounts who finally sends it to theGeneral Manager (Finance) for approval.Communication, which takes place on the basis ofinformal or social relations among staff,is called informal communication. For example, anysharing of information between aproduction supervisor and an accountant, as theyhappen to be friends or so. Mostly

informal channels are used due to friendlyinteraction of members of an organisation. In


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fact, it may be purely personal or related toorganisational matters.(b) Upward, Downward, Horizontal andDiagonal CommunicationOn the basis of the flow or direction ofcommunication in organisations, it can be classifiedas upward, downward, horizontal or diagonal. Whenemployees make any request, appeal,report, suggest or communicate ideas to thesuperior, the flow of communication is upwardi.e., from bottom to top. For instance, when a typistdrops a suggestion in the suggestionbox, or a foreman reports breakdown of machineryto the factory manager, the flow ofcommunication is upward. Upward communicationencourages employees to participateactively in the operations of their department. Theyget encouraged and their sense ofresponsibility increases when they are heard bytheir supervisors about problems affectingthe jobs.When communication is made from superiors downthe hierarchy it is called a downwardcommunication. For instance, when superiors issueorders and instructions to subordinates,it is known as downward communication. When theGeneral Manager orders supervisorsto work overtime, the flow of communication isdownward i.e., from top to bottom.Similarly, communication of work assignments,notices, requests for performance, etc.through bulletin boards, memos, reports, speeches,meetings, etc, are all forms of downwardcommunication.Communication can also be amongst members at

the same level in the organisation. For


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instance, production manager may communicatethe production plan to the sales manager.

This is known as horizontal flow ofcommunication. Here, the communication isamongpeople of the same rank and status. Suchcommunication facilitates coordination of activitiesthat are interdependent.When communication is made between people whoare neither in the same departmentnor at the same level of organisational hierarchy, itis called diagonal communication.For example, cost accountant may request forreports from sales representatives not theSenior SecondaryNotes248MODULE -3Business Managementsales manager for the purpose of distribution costanalysis. This type of communicationdoes take place under special circumstances.(c) Verbal and Non-verbal CommunicationOn the basis of the mode used, communication maybe verbal or non-verbal. Whilecommunicating, managers may talk to theirsubordinates either face to face or on telephoneor they may send letters, issue notices, or memos.

These are all verbal communication.Thus, the verbal modes of communication may beoral and written. Face to facecommunication, as in interviews, meetings andseminars, are examples of oralcommunication. Issuing orders and instructions ontelephone or through an intercommunication

system is also oral communication. The writtenmodes of communication


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include letters, circulars, notices and memos.Sometimes verbal communication is supportedby non-verbal communication such as facialexpressions and body gestures. For example wave of hand, a smile or a frown etc. This is alsotermed as the gestural communication.INTEXT QUESTIONS 13B1. Name the parties involved in the process ofcommunication.(a) _______________________ (b)

_______________________2. Classify the following into various types ofcommunication on the basis of channel,direction and mode of communication.(a) The General Manager seeking explanation froma supervisor for poor performancein his department.(b) The supervisor sending an explanation to theGeneral Manager stating theperformance of his department.(c) The sales assistants discussing with his friendregarding customers behaviour.(d) A typist informs his fellow typist during thelunch-break about the rude behaviourof her supervisor.(e) A boss frowning at his subordinate for a job donewrongly.13.3 SUPERVISIONAfter the employees have been instructed regardingwhat they have to do and how to do,it is the duty of the manager to see that theyperform the work as per instructions. This isknown as supervision. Managers play the role ofsupervisors and ensure that the work isdone as per the instructions and the plans.

Supervisors clarify all instructions and guide


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employees to work as a team in co-operation withothers. Supervisors solve most of theroutine job-related problems of subordinates.Supervisor, thus, performs the followingfunctions:Business Studies 249NotesMODULE -3Business Management clarifies orders and instructions issued tosubordinates and ensures that they have

understand and follow these fully; ensures that subordinates have the requiredfacilities to perform their jobs; keeps a watch and guides the activities ofsubordinates in performing their jobs; broadens the horizon of his subordinates bymaking them aware of the wider aspectsof their day-to-day work;

coordinates the work of different subordinatesunder him; and detects errors and omissions and ensures theirrectification.

Though supervision is required at all levels ofmanagement, it is of great importance at theoperational level i.e., at the level of first linesupervisor. Managers at this level devote

maximum time in supervising the work ofsubordinates. Though the top or middle levelmanagers also supervise the work of theirsubordinate managers, but it is the first linesupervisors who are in direct and constant touchwith operatives i.e., workers in the factoryand clerical staff in the office. Thus, they aredirectly responsible for getting the work done

through most of the employees in an organisation.


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13.3.1 IMPORTANCE OF SUPERVISIONFrom what has been said about supervision, it mustbe clear to you that supervision is ofgreat significance in getting the work done as perplans and as scheduled. On the basis ofthe influence on the work at operational level andhuman approach to the problems ofworkers, the supervision can ensure workerscooperation and support in achievingorganisational objectives.Supervisors are the key people among managers atdifferent levels. They are the linkbetween the top and middle management and theworkers. Take, for example, the foremanof the factory or the office superintendent in theoffice. Both of them are members of themanagement team, and are in direct contact withoperatives in the workshop and clericalstaff in the office. They are the mouthpiece ofmanagement for communicating its ideas,plans and policies to the workers and employees. Atthe same time, they have to play therole of principal spokesmen of their subordinates tocommunicate their feelings andgrievances to the management. Thus, it is only thesupervisor who, as a member of themanagement team, is capable of developing links toworkers. Supervisors are expectedto maintain the best and friendly relations with theirseniors as well as with the workers andenjoy the trust and confidence of both managementand operatives.INTEXT QUESTIONS 13C1. List any four activities your friend is expected todo as a supervisor of a publishing

house.


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______________________________________________________________Senior SecondaryNotes250MODULE -3Business Management

__________________________________________________________________________________________________________________________________________________________________________________________2. Answer the following questions.(a) Who puts plans of the management into action?(b) Who clarifies the instruction and guideemployees in their work?(c) The importance of supervision is very much feltat which levels of management.(d) Who provides the necessary linkage betweenmanagement and workers?13.4 MOTIVATIONMotivation is one of the important elements ofdirecting. Issuance of proper instructions ororders does not necessarily ensure that they will beproperly carried out. It requires managerto inspire or induce the employees to act and getthe expected result. This is calledmotivation. It is a force that inspire a person at workto intensify his willingness to use thebest of his capability for achievement of specifyobjectives. It may be in the form of incentiveslike financial (such as bonus, commission etc.) or,non-financial (such as appreciation,growth etc.), or it could be positive or negative.

Basically, motivation is directed towardsgoals and prompt people to act.


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13.4.1 IMPORTANCE OF MOTIVATIONWhile performing a job two things are required. Theability to work and the willingness towork. Without willingness to work, ability to workcan not produce results. The importanceof motivation lies in converting this ability to workinto willingness to work. Performancedepends on ability as well as willingness; andwillingness depends on motivation. Thus,motivation is a key element in directing people todo the job. Some of the other benefits orimportance of motivation are: with proper motivation there can be maximumutilisation of the factors of productionlike men, money, material etc.; if employees are motivated it will reduceemployee turnover and absenteeism; motivation fosters a sense of belongingnessamong the employees towards the

organisation and also improves their morale; motivation helps in reducing the number ofcomplaints and grievances. The wastageand accident rate also come down; and with proper motivational techniquesmanagement can attract competent and bestqualityemployees.

Business Studies 251NotesMODULE -3Business Management13.4.2 HOW TO MOTIVATEAfter learning about the importance of motivation indirecting, you must be wondering asto what is normally done to motivate the

employees. Actually, there is no hard and fast rule


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of motivating individuals in a specified way. Not allindividuals are motivated in the sameway. It varies from individual to individual. However,on the basis of a lot of research donein the field of motivation, the following must be keptin mind while motivating.Each employee has some needs of his own that hewants to fulfill. While directing, it isessential to ensure that any of the unfulfilled needof the individual is being taken care of.Here we must understand what is a need. A need isa feeling of lack of something andevery person tries to take care of that feeling bysatisfying/fulfilling what he lacks. Forexample, when you are hungry, you eat food tosatisfy the lack of food. So here hunger isyour need. The needs of the individual differ fromperson to person. However, there arecertain common needs which are known to exist inmost cases. For instance, people havebasic needs like the needs for food, clothing andshelter. These are known as Physiologicalneeds. People generally work so as to be able toearn money to satisfy such needs. Oncethe basic needs are satisfied, people wish to satisfyhigher category of needs. They wantsafety and security and desire to be protectedagainst loss of employment, sickness, accidentetc. These are known as Safety and Securityneeds. Thereafter, people want to have asense of belonging to the organisation and to beaccepted by fellow workers. These areknown as social needs. Similarly, there are peoplewho wish to be considered importantand expect that their opinions should be recognised

by others. These needs are known as


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ego needs. Further, a person may wish to achievewhat he thinks is due to him, i.e., hewants to realise his ambition fully. These needs areknown as self-actualisation needs.

This is called hierarchy of needs concept ofmotivation developed by Maslow.It is important to remember that the needs anddesires of people change. Once their basicneeds are satisfied, other needs arise. Managershave thus, to understand the needs anddesires of subordinates and decide how to motivatethem.

The knowledge of the different types of needenables a manager to adopt different waysto motivate individuals depending upon which needis unsatisfied for the individual. Forexample, a person whose physiological needs arenot fulfilled may be motivated to workwith a promise of increase in pay, whereas anotherperson may be motivated if he is givena very challenging job to perform regardless of thepay.In fact many other approaches have beendeveloped for motivation. But in simple terms asstated earlier it is usually in the form of incentives.Not only that, certain factors or jobconditions that exist in organisations likerecognition of work, advancement in career,challenging nature of the work, etc., also motivatethe employees.INTEXT QUESTIONS 13D1. Mention any five benefits the management willget if the employees are properlymotivated.Senior Secondary

Notes252


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MODULE -3Business Management(a) ________________________________(b) ________________________________(c) _________________________________(d) ________________________________(e) ________________________________2. Match the expressions in Column (I) with those inColumn (II):Column (I) Column (II)(a) Employees needs for food, clothing and shelter(i) Self-actualisation need(b) The desire for protection against accidentsickness (ii) Ego needsandother future uncertainties(c) The need for belonging and acceptance by (iii)Physiological needsfellow workers(d) Peoples desire to be considered important (iv)Safety and security needs(e) Employees wish to realise their ambition fully (v)Social needs3. Complete the paragraph given below by selectingthe appropriate words given here.(Physiological, security, appreciation, food, friends,recognition)Govinda is without a job and without a source ofincome. He is without food. He isstarving. In such circumstances, he wants nothingbut some (a) ____________. Hisother (b) ________________ needs are air, water andsleep. Govinda is fortunateand finds a job. He gets his bread, but his work isdangerous and the job is temporary.He now seeks (c) _____________________. His

management is sympathetic and


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assures him of permanent employment. But he isnot happy for he feels lonely. Nowhe begins to look around for (d) _______________.Even if surrounded by lovingfriends, he is unhappy from within. He now requiressome measure of self-confidenceand self-respect. He wants to assure himself that hecan do difficult jobs and workindependently. He now seeks (e) ______________ and(f) _____________ withoutwhich he feels uneasy. He now has much self-confidence and self-respect.13.5 LEADERSHIPWhile motivation is the process through whichemployees are made to contribute voluntarilyto work, leadership is the ability to persuade andmotivate others to work in a desired wayfor achieving the goal. Thus, a person who is able toinfluence others and make themfollow his instructions is called a leader. Forexample, in an organisation the managementdecides to install some new machines to which theworkers are resisting. However, one ofBusiness Studies 253NotesMODULE -3Business Managementthe workers takes the initiative, explains the fellowworkers the benefits of working withthe new machines and moulds them to accept themanagements decision. Now he is saidto be leader as he is able to influence a group ofworkers who followed him. In practice,the managers have to guide and lead theirsubordinates towards the achievement of goals,

and so, to be an effective, a manager has to be agood leader


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Leadership is the process, which influences thepeople and inspires them to willinglyaccomplish the organisational objectives. The mainpurpose of managerial leadership is toget willing cooperation of the workgroup in pursuitof the goals.13.5.1 IMPORTANCE OF LEADERSHIP

The objectives of any organisation can only befulfilled if its employees are working towardsaccomplishment of such objectives. To make peoplework in the desired manner, properinstructions and guidance are necessary. And thisdirection process becomes effectivewhen the persons who give such direction haveleadership qualities. Leadership is essentialin functioning of any organisation and itsimportance and benefits are varied. Some ofthese importances are: leadership improves the performance of theemployees. Leaders can motivate thefollowers to work and thereby increase theirperformance level. with continuous support and guidance, leadersare able to build confidence among thefollowers, thereby increasing speed and accuracyand decreasing wastage. with friendly and cooperative efforts the leader isable to build employees moralewhich in turn contribute to higher productivity.13.5.2 LEADERSHIP QUALITIESIn order to be successful, a leader must possesscertain qualities. A good leader shouldbe professionally competent, intelligent, analyticaland he/she should have a sense of fairplay, including honesty, sincerity, integrity, and

sense of responsibility. He must possess


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initiative, perseverance, be diligent and realistic inhis outlook. He must also be able tocommunicate his subordinates effectively. Humanrelation skills are a must for any leader.Earlier, it was believed that the success oreffectiveness of a leader depends upon hispersonal traits or characteristics, like physicalappearance, intelligence, self-confidence,alertness, and initiative. This is no longer regardedas a correct approach. It has beenestablished on the basis of experiments that thesuccess or effectiveness of a person as aleader depends upon his behaviour pattern orleadership style in relation to the followers.

To get things done, managers have to influencetheir subordinates and seek their voluntaryco-operation. If their leadership is not based onsuitable behaviour or style, they will notbe successful. When leaders involve people indetermining goals, and build up team spirit,chances are that people will follow them voluntarily.Senior SecondaryNotes254MODULE -3Business ManagementINTEXT QUESTIONS 13E1. List atleast five important qualities of a goodleader.(a) ____________ (b) ____________ (c) ____________(d) ____________ (e) ____________2. Following are certain statements about a goodleader. Rectify if any statement is foundto be wrong.(a) He is empathetic and listens to others.

(b) He is competent thus, does everything alone.


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(c) He has to be very good looking else people willnot like him.(d) He likes to generate team spirit and works withthe people as a team.13.6 WHAT YOU HAVE LEARNT

To get things done, managers have to guide peoplewho work under them, inspire andlead them to achieve common objectives. In orderto be able to do so, the managers needto communicate job related orders and instructions,supervise subordinates at work, andmotivate them. These activities of a manager areknown as directing. Directing is thusconcerned with instructing, guiding and inspiringpeople in the organisation to achieve itsobjectives. Its important components arecommunication, supervision, motivation andleadership. Communication is the process by which a persontransmits information or message toanother person. The process facilitates the task ofissuing orders and instructions toconvey the superiors ideas about the work to bedone by subordinates. It also helpsin conveying policies, procedures and decisions toemployees. The flow of communication can either be upwardor downward. It can be formal aswell as informal. When it takes place amongmanagers of the same rank it is known ashorizontal communication. When communication ismade between people who areneither in the same department nor at the samelevel of organisational hierarchy, it iscalled diagonal communication. Communication

may be in the form of oral or writtenor even non-verbal like gestural.


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Supervision involves seeing that subordinatesperform the work as per instructionsgiven. Supervisors clarify all instructions and guidepeople to work as a team in cooperationwith each other. Though supervision is necessary at all levels ofmanagement, it is of great importanceat the first level. It is at this level that supervisorsare in direct contact with employees. Supervisors are in key positions in the hierarchyof management. They act as a link

between higher level managers and the workers. Inspiring people to work is another importantcomponent of the directing function.Business Studies 255NotesMODULE -3Business Management

This is known as motivation. Motivation requires the

use of means to fulfill the needsand desires that may inspire individuals to applytheir best abilities in work. Needs of people differ from individuals toindividuals. But there are certain commonneeds felt by most people such as the physiologicalneeds, need for safety and security,social needs, ego needs, and self-actualisation

needs. There is no standard way of motivating all typesof people. Motivation is need based.Manager has to find out the unsatisfied needs of theemployees and accordingly decideto motivate them. Motivation helps managers in getting things donemore efficiently by the employees. If


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the employees are motivated, they will fully utilisethe production facilities and put intheir best efforts in performing the job. In order to get things done, a manager has to bea good leader. Leadership is theability to persuade others to work in a desired way.

Thus, a person who persuadesothers and makes them follow his instructionswillingly is called a leader. To be a good leader, a person must possescertain qualities like professional

competence, intelligence, ability to analyse,honesty, sincerity, integrity etc.13.7 KEY TERMSCommunication Horizontal Communication Safetyand Security needsDiagonal Communications Informal CommunicationSelf-actualisation needsDirecting Leadership Social needs

Downward Communication Motivation SupervisionEgo needs Non-verbal Communication UpwardCommunicationFormal Communication Physiological needs VerbalCommunication13.8 TERMINAL QUESTIONSVery Short Answer Type Questions1. What is meant by directing?

2. Name the different elements of directing.3. Define motivation.4. Who is a leader?5. List any four qualities of a good leader.Short Answer Type Questions6. Explain in brief the importance of directing.7. State the different types of communication on thebasis of direction.

Senior SecondaryNotes


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256MODULE -3Business Management8. Explain the functions of a supervisor.9. Describe the importance of motivation.10. State the hierarchy of needs concept ofmotivation as developed by Maslow.Long Answer Type Questions11. Describe the essential elements of themanagerial function of directing.12. What is communication? Explain howcommunication is an important element ofdirecting functions of management.13. What is meant by the term supervision inmanagement? Explain briefly the functions ofa supervisor.14. Explain the term leadership and state thequalities of a good leader.15. Leadership is considered as the most importantelement of the directing function ofmanagement. In the light of this statement, explainthe importance of leadership.13.9 ANSWERS TO INTEXT QUESTIONS13A2. (a) DIRECTING(b) LEADERSHIP(c) MOTIVATION(d) SUPERVISION13B1. (a) Sender(b) Receiver2. (a) Formal, Downward, Verbal(b) Formal, Upward, Verbal(c) Informal, Horizontal, Verbal(d) Informal, Horizontal, Verbal

(e) Informal, Downward, Non-verbal13C


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1. (a) Clarify orders and instructions issued tosubordinates(b) Ensure required facilities for the subordinatesBusiness Studies 257NotesMODULE -3Business Management(c) Keep a watch and guides the activities ofsubordinates(d) Coordinate the work of different subordinatesunder him2. (a) Supervisor(b) Supervisor(c) Operational Level(e) Supervisor13D1. (a) Maximum utilisation of factors of production(b) Employee turnover and absenteeism will reduce(c) Develop the sense of belongingness(d) Less complaint and grievances(e) Attract competent and quality staff2. (a) (iii), (b) (iv), (c)- (v), (d) (ii), (e) (i)3. (a) Food (b) Physiological (c) Security (e)Appreciation (f) Recognition13E1. (a) Competent (b) Intelligent (c) Integrity (d)Initiative (e) Perseverance2. (a) Correct(b) He is competent but can not do things alone(c) Need not necessarily be good looking(d) CorrectDO AND LEARNIdentify atleast 10 different people of your localityand ask them about their needs. Makenote of atleast three needs of each individual and

classify them in the category suggestedby Maslow.


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ROLE PLAYMadan Mohan, the owner of a shoe factory visitedhis friend Gyan Prakash who also runsa factory of making kitchen appliances. He foundGyan Prakash sitting with floor workersand taking tea with them. When the workers left,the two friends sat together.Madan Mohan : Having tea with floor workers!Gyan Prakash: Yes, I do this exercise once in everyfortnight to know their wants,needs and aspirations. I keep my labour forcehappy.Senior SecondaryNotes258MODULE -3Business ManagementMadan Mohan : You may do anything, they willneither be happy nor workenthusiastically.Gyan Prakash : No, on the contrary if you know howto motivate them to work in therequired direction, then output will be more thanthe effort put in.Madan Mohan : Motivation!Gyan Prakash : Yes, all human have needs. Theymay vary from person to person.Fulfillment of these needs can stimulate people towork in the requireddirection.(The two friends discussed further aboutmotivation.)Choose a role for yourself and one for your friendand continue the conversation.Chapter at a Glance

13.1 Meaning of Directing13.1.1 Importance of Directing


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13.2 Communication13.2.1 Importance of Communication13.2.2 Types of Communication13.3 Supervision13.3.1 Importance of Supervision13.4 Motivation13.4.1 Importance of Motivation13.4.2 How to Motivate13.5 Leadership13.5.1 Importance of Leadership13.5.2 Leadership Qualities

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