Question 1

What is the core application of work psychology in core human relationship management? Explain in
detail with a hypothetical example as to how work psychology can help an HR Manager to overcome
crisis.

Human relationship management can be considered to be responsibility of all those who manage
people as well as a description of persons who are employed as specialists. It is that part of
management that involves planning for human resource needs, including recruitment and
selection, training and development. It also includes welfare and safety, wage and salary
administration, collective bargaining and dealing with most aspects of industrial relations. The
integration between the management of human resources and psychology is arguably the prime
factor delineating HRM theory and practice from its more traditional personnel management
origins. Selection of the personnel has long been recognized as a key activity within HR and this
article seeks to explore the extent to which its practice provides evidence of such strategic
alignment.

HRM can be considered to be responsibility of all those who manage people as well as a
description of persons who are employed as specialists. It is that part of management that
involves planning for human resource needs, including recruitment and selection, training and
development. It also includes welfare and safety, wage and salary administration, collective
bargaining and dealing with most aspects of industrial relations. The integration between the
management of human resources and psychology is arguably the prime factor delineating HRM
theory and practice from its more traditional personnel management origins. Selection of the
personnel has long been recognized as a key activity within HR and this article seeks to explore
the extent to which its practice provides evidence of such strategic alignment.
Keywords: psychology, management, personnel selection, human resources, tests
Gilbreth (2005) gave the following definition of the Psychology of Management: The
Psychology of Management means the effect of the mind that is directing work upon that work
which is directed, and the effect of this undirected and directed work upon the mind of the
worker. The emphasis in successful management lies on the man, not on the work.
Seyidov (2000) also defines the management and then shows the correlation between
management and psychology. Management a science about coordination of resources of the
organizations on reaching the planned purposes. There where a person exists, his psychological
features that are reflected in his activity are always with him. Studying the psychology of
management, we study the psychology of the person, his activity and the most important thing
influence of the mentality of the person on activity and influence of activity on psychology and
behavior of the person. The psychology of management is the branch of psychology studying
mental features of the person and its behavior in the course of planning, organization,
management and the control of joint activity.
The human factor is considered as the central point in the psychology of management, as its
essence and a core. Being engaged in studying the person in the conditions of the concrete
practical activities of psychology, managers constantly face the problems that need development
both of the professional work, and of the person who carries it out

For an HR Manager psychology place very important roll.

1) At the time of recruitment

2) Taking decession on diciplinary,i.e. at the time of cousilling
3) Disputes in the office between the employees.
Consider first other reasons for why the employees may not have worked more productively, in
spite of the new incentive scheme. Perhaps a bonus was something that they wanted, but they
thought that a 5% increase was not enough to make a noticeable change to their living standards.
So, we could say that the proposed outcome was not of sufficient value to the employees for
them to change their behavior.

A second reason could be that although the workers thought the bonus to be of enough value,
they believed it unlikely that they would get the bonus even if their productivity increased.
Managers may have promised extra rewards for the employees on previous occasions without
actually fulfilling their promises. In this case, the workers believed that there is only a very weak
link between their improved performance and the promised outcome.
Question 2
Design a robust assessment centre for a position of DGM- Sales & Marketing. The assessment centre
must have a mix of 5 activities. Significance of each activity should be explained in detail along with
what competencies are in focus.
Desired Candidate Profile

1. Galvanized product sales and marketing experience is must

2. Professional written and verbal communication

3. Interpersonal skills

4. Ability to motivate teams to produce quality materials within tight timeframes and
simultaneously manage several projects

5. Ability to participate in and facilitate group meetings.

6. Energetic and problem solver

Job Description

Position Title Assistant General Manager, Sales & Marketing

Reporting to Head Sales & Marketing Domestic Business

Location Pune

Position Purpose Provide leadership and coordination of company sales and marketing functions.
Develop and implement sales and marketing strategy. Monitor and analyze sales and marketing
activity against goals.

Job Responsibility Over all Sales & Business development of Domestic market for galvanized
products.

Qualification BE Electrical -MBA in Marketing

Experience 10-12 years experience.

Job Requirement 1. Analytical Skills 2. Business understanding 3.Should have exhaustive

database of Steel customer base 4.Networking and business expansion through establishing and
maintaining relationships with dealers, channel partners, OEMs, builders, construction
companies

Required Competencies 1.Professional written and verbal communication 2.Interpersonal skills

3.Ability to motivate teams to produce quality materials within tight timeframes and
simultaneously manage several projects 4.Ability to participate in and facilitate group meetings.

Position Profile

Duties & Responsibilities

1. Direct and coordinate company sales and marketing functions.

2. Direct and oversee the company marketing function to identify and develop new customers for
products and services.

3. Participate in the development of new project proposals.

4. Directly manage major and critical developing client accounts, and coordinate the
management of all other accounts.

5. Establish and implement short- and long-range departmental goals, objectives, policies, and
operating procedures.

6. Strategic planning and execution and required knowledge of contracting, negotiating, and
change management. Knowledge of structuring sales quota goals and revenue expectations.

7. Planning marketing strategies, advertising campaigns, and successful public relations efforts.
Span of Control 8-10 employees

Question 3
Explain in details Myers- Briggs Type Indicator and how it is different from 16 PF. Also what would
be ideal personality type for the below mentioned positions. (pls explain in detail : in context to
qualities needed for each position)
Head Human Resource, VP Sales & Marketing, Technical Head

The Myers-Briggs Type Indicator (MBTI) assessment is a psychometric questionnaire

designed to measure psychological preferences in how people perceive the world and make
decisions.

Myers-Briggs literature uses the terms extraversion and introversion as Jung first used them.
Extraversion means "outward-turning" and introversion means "inward-turning."[20] These
specific definitions vary somewhat from the popular usage of the words. Note that extraversion
is the spelling used in MBTI publications.

The preferences for extraversion and introversion are often called as attitudes. Briggs and Myers
recognized that each of the cognitive functions can operate in the external world of behavior,
action, people, and things (extraverted attitude) or the internal world of ideas and reflection
(introverted attitude). The MBTI assessment sorts for an overall preference for one or the other.

People who prefer extraversion draw energy from action: they tend to act, then reflect, then act
further. If they are inactive, their motivation tends to decline. To rebuild their energy, extraverts
need breaks from time spent in reflection. Conversely, those who prefer introversion expend
energy through action: they prefer to reflect, then act, then reflect again. To rebuild their energy,
introverts need quiet time alone, away from activity.

The extravert's flow is directed outward toward people and objects, and the introvert's is directed
inward toward concepts and ideas. Contrasting characteristics between extraverts and introverts
include the following:
 Extraverts are action oriented, while introverts are thought oriented.

Extraverts seek breadth of knowledge and influence, while introverts seek depth of
knowledge and influence.

Extraverts often prefer more frequent interaction, while introverts prefer more substantial
interaction.

Extraverts recharge and get their energy from spending time with people, while introverts
recharge and get their energy from spending time alone

Unlike other common personal profiling tools such as Myers Briggs or Belbin, the 16PF defines
our basic, underlying personality, without regard to how we apply it or the environment in which
we apply it. A simple analogy would be to think of the human being as a personal computer.
Personality profiles such as 16PF measure the basic features of the PC such as the size of the
hard disk, RAM, processing speed and so on. They're relatively unchanging features of the PC
that strongly influence its performance, but which we don't normally see. Intelligence Quotient
(IQ) is a indication of the breadth and complexity of the software loaded on the PC, which it uses
to process ideas and information. But the way in which the PC performs is mainly influenced by
its environment - as represented by the user who gives it information and asks it to perform tasks.

So our underlying personality is there all the time, but the way we see it is affected by our
intelligence, and by our upbringing and education, which may have taught us either to emphasise
or suppress aspects of our personality. However, if you can understand what your personality is,
you can then make better use of the strengths it gives you, and make allowances for the resultant
weaknesses.

Question 4
Imagine yourself as an Administration head of an MNC; you are given an assignment to set up a
brand new facility. The new facility should be absolutely ergonomics compliant. Please chalk out a
step by step action plan for this assignment starting from finding an ideal office space to setting up
office (color, layout, furniture etc) marks would be given purely on creativity and emphasis to small
details.

Have the spirit and desires of an entrepreneur. The first step to starting your own business is that
you are a self-starter and are motivated to make your business successful. Realize that long hours
will be necessary, even spending your personal time, to make your business work especially in
the beginning. Have a supportive family, because youll need their support and understanding
that you wont be available as much as youd like while trying to get your business off the
ground.

Get educated on medical billing and get certified. You can earn a certificate or degree with
medical coding either at a physical location or on-line. Be wary of businesses trying to sell you
their education kits and software programs and claiming that medical coding is an easy business
to get into. Many people lose their time and money with these scams. Get your education from a
reliable institution. Once youve been educated, you want to get certified through the American
Academy of Professional Coders or through the American Health Information Management
Association. When an employer is looking for a coder, they want someone who is certified and
you should assume that your potential clients will want the same from you. Once youve become
certified, keep the certification current.

Get experience when and where you can. It's best to acquire experience before setting off on
your own to start your business. Find work in a hospital, a physicians office, or a clinic. Not
only will you gain experience, youll also meet contacts who could prove valuable in the future.

Strive to do your best every day. Work hard. You want to leave the impression on your
supervisors and co-workers that you are a hard worker and an asset to the company. You may
need to use them as contacts when you start your business.

Put together a business plan. The purpose of a business plan is to help you map out a guide for
your business, including the financing of start-up costs, marketing techniques you will use, and
goals for the future of your business. If you need help writing or critiquing your business plan,
you can contact SCORE, which is made up of retired business owners who are there to offer you
advice and help you get started.

Choose what type of business you will have and register with the state. There are four different
types of businesses to choose from, including Sole Proprietorship, Partnership, Limited Liability
Company (LLC), or Corporation. A sole proprietorship means you own the business and you will
be personally liable for any lawsuits or actions taken against the business. A partnership consists
of two or more people who own the business. An LLC is what many small businesses choose.
LLC's enjoy tax advantages and give owners management flexibility. A corporation is the most
time-consuming and expensive way to set up a business and is run according to stock ownership.
If you want to set up a corporation, be sure to talk to an attorney or SCORE adviser to see if this
is the way you should go. When you decide what type of business you want to have, you need to
register your business with the state you live in. Visit your state's website to find out how to go
about registering your business and how much it will cost.

Look into the zoning laws of the city you live in. You need to find out if a permit will be required
to set up your medical coding business. If so, find out how to get the permit and how much it will
cost.

Get your office up and going. It is very important that you have space in your home to work out
of for your business. Make sure your family and friends know your work hours, so they dont
interrupt you when you are trying to get work done. You will need to have office equipment,
such as a desk, a comfortable chair, a desktop computer, access to the Internet, filing cabinet,
medical coding software, medical billing software, data files, and coding manuals.

Start a website for your business. To make your business a success, youll need to have your own
website. This will help you market yourself, such as your certifications, your skills, and your
experience. If you dont know how to design the website yourself, you can a hire a web designer
to do it for you, which can be costly. If that is too expensive, you might consider contacting your
local college or art school and finding a student who could design it for you. It would benefit you
by costing you less and the student could add it to his or her portfolio.
Market your business. You can market through networking with others and getting your name out
there. You can market through the use of brochures, which you can send to doctors, hospitals,
and other health-care facilities. Visit local doctor's offices and other facilities and be sure to have
your brochure and business cards with you. Sometimes pens with your business name and
information come in handy as well. Leave your information with the receptionist and be sure to
follow up with them a few days later if you haven't heard from them. You can also visit the Small
Business Administration and SCORE to get more ideas on marketing your business. Be sure you
emphasize the benefits companies will receive if they outsource their medical coding to your
business. They will save money (i.e. health insurance), space (i.e. not needing office space since
you'll be working from home), and they can reach you instantly via phone, instant messenger, or
email.