Scenario for Ques. 3.

Ms. Nisha Radhakrishnan, the Sales function head of an e-commerce beauty product retailer, has called for a meeting with Rupanjal, the regional sales manager for North India. She has been continually warning Rupanjal and giving a a poor feedback with respect to Devens (Area Sales Manager reporting to Rupanjal) performance over the past few quarters. The mail sent to Rupanjal reads: Dear Rupanjal, I would like to schedule a meeting with you with respect to a problem that we have been facing for quite some time now- Devens performance. We have been perplexed at a functional level and somehow unable to address the missed numbers month on month, by Deven. I am sure you would understand, operating in a dynamic and aggressive e-commerce space, we cannot afford to delay addressing this problem. Please let me know post a discussion with Deven, how do you plan to address it, by when and what is the future course of action? I keenly look forward to your inputs. Best, Nisha Rupanjal, Devens Manager calls Deven over immediately asking Deven to meet him as soon as possible. Deven enters the room and sits across the desk from Rupanjal. DEVEN: Rupanjal, you wanted to talk to me? RUPANJAL: Yes, Deven, thanks for coming by. I wanted to talk about your performance last quarter. (Rupanjals phone rings and he answers it. Five minutes later Deven is still waiting for Rupanjal. Deven gets frustrated and Rupanjal notices Deven looking at his watch several times.) Sorry for the interruption Deven, I know it is frustrating to be kept waiting. DEVEN: I am very busy. Can we get on this? RUPANJAL: Yes, absolutely. As you know you had some problems meeting all of your goals last quarter. DEVEN: Now wait a second, I met the most important goal. RUPANJAL: Yes, you did, but you missed the other four. DEVEN: Just by a little and it wasnt my fault. RUPANJAL: Deven, you need to accept responsibility for your own performance and not push blame onto others. You need to meet your goals this coming quarter or I will have to take more serious action. DEVEN: One bad quarter and you threaten to fire me? I cant believe this! RUPANJAL: Just meet all of your goals and I wont have to take this action.

Ques. 3

a. Given the above situation and conversation, what are your views on the review conversation between Rupanjal and Deven? How do you think Rupanjal could have better handled the entire process of performance review?

b. Which method of performance appraisal is best suited in this case and Why?. Elucidate using the case facts above*