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For internal use only at The Program Pascasarjana Fakultas PsikologiUniversitas Indoensia , strictly not to be distributed outside.Replicated from the HARVARD BUSINESS SCHOOL 9-6!-""#$

DAS!A" #$!PA"%

%he Da&hma' Compa'( )a& a lar*e co'cer' ma+i'* ma'( t(pe& ofe,ipme't for the armed force& of the U'ited State&$ It ha& !" pla't&. located i' thece'tral part of the co'tr(. )ho&e prcha&i'* procedre& had 'e/er 0ee' completel(coordi'ated$ I' fact. the head office of the compa'( had e'cora*ed each pla'tma'a*er& to operate )ith their &taff& a& &eparate i'depe'de't 'it& i' mo&t matter&$Late i' the #9". )he' it 0e*a' to appear that the compa'( )old face i'crea&i'*difficltie& i' &ecri'* certai' e&&e'tial ra) material&. 1r$ 1a'&o'. the compa'(2&

pre&ide't. appoi'ted a' e3perie'ced prcha&i'* e3ecti/e. 1r$ 4o&t. a& /icepre&ide't i' char*e of prcha&i'* a po&itio' e&peciall( created for him$ 1r$ 1a'&o'*a/e 1r$ 4o&t )ide latitde i' or*a'i5i'* hi& o0. a'd he a&&i*'ed 1r$ Lar&o' a& 1r$4o&t2& a&&i&ta't$ 1r$ Lar&o' had &er/ed the compa'( i' /ariet( of capacitie& forma'( (ear&. a'd +'e) mo&t of the pla't e3ecti/e& per&o'all($

1r$ 4o&t2& appoi'tme't )a& a''o'ced thro*h the formal cha''el& &al i'the compa'(. i'cldi'* a 'otice i' the ho&e or*a' p0li&hed i' the compa'($

O'e of 1r$ 4o&t2& fir&t deci&io'& )a& to 0e*i' immediatel( to ce'trali5e thecompa'(2& prcha&i'* procedre$ A& a fir&t &tep he decided that he )old re,ire

each of the e3ecti/e& )ho ha'dled prcha&i'* i' the i'di/idal pla't& to clear )iththe head office all prcha&e co'tract& )hich the( made i' e3ce&& of 7 #"."""$ He feltthat if the head office )a& to do a'( coordi'ati'* i' a)a( that )old 0e helpfl toeach pla't a't to the compa'( a& a )hole. he m&t 0e 'otified that the co'tract& )ere

0ei'* prepared at lea&t a )ee+ 0efore the( )ere to 0e &i*'ed$ He tal+ed hi& propo&alo/er )ith 1r$ 1a'&o'. )ho pre&e'ted it to the 0oard of director&$ %he( appro/ed the

pla'$salah satu dari Keputusan Mr.Post adalah untuk memulai memusatkan prosedur

pembelian pada perusahaan. Sebagai langkah pertama [yang] ia memutuskan bahwa iaakan memerlukan masing-masing para eksekutip [siapa] yang menangani membeli[pabrik/tumbuhan] yang individu untuk bersih;kan dengan kantor pusat semua yang

peranian ual beli [yang] mereka buat lebih dari! "#$###. %a merasa[kan bahwa ika kantorpusat adalah untuk lakukan manapun mengkoordinir pergi itu akan bersi&at sangatmenolong [bagi/kepada] masing-masing semut [pabrik/tumbuhan] kepada [perusahaan/rombongan] se'ara keseluruhan$ ia harus diberitahu [bahwa/yang] kontrak disiapkansedikitnya suatu minggu [sebelum/di depan] mereka (diharapkan) untuk ditandatangani. %aberbi'ara proposal nya (di) atas dengan Mr. Manson$ [siapa] yang memperkenalkan ia/nyakepada dewan direktur [itu]. Mereka menyetuui ren'ana [itu].

Altho*h the compa'( made prcha&e& thro*hot the (ear. the 0e*i''i'* ofit& pea+ 0(i'* &ea&o' )a& o'l( three )ee+& a)a( at the time thi& 'e) pla' )a&adopted$ 1r$ 4o&t prepared a letter to 0e &e't to the !" prcha&i'* e3ecti/e& of thecompa'($ %he letter a& follo)&8

Dear: .:

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The board of directors of our company has recently authorized ourpurchasing procedures. Hereafter each of the purchasing executives in the

several plants of the company will notify the vice president in charge ofpurchasing of all contracts in excess of $ !"!!! which they are negotiating

at least a wee# in advance of the date on which the are to be signed .

am sure that you will understand that this step is necessary to coordinate

the purchasing re%uirements of the company in these times when we arefacing increasing difficulties in securing our essential supplies. This

procedure should give us in the central office the information we need to see

that each plant secures the optimum supply of materials. n this way" theinterests of each plant and of the company as a whole will best be served.

&ours very truly"

1r$ 4o&t &ho)ed the letter to 1r$ Lar&o' a'd i'/ited hi& comme't&$ 1r$Lar&o' tho*ht the letter )a& a' e3celle't o'e. 0t &**e&ted that. &i'ce 1r$ 4o&thad 'ot met more a fe) of the prcha&i'* e3ecti/e&. he mi*ht li+e to /i&it all ofthem a'd ta+e the matter p )ith each of them per&o'all($ 1r$ 4o&t di&mi&&ed theidea at o'ce 0eca&e. a& he &aid. he had &o ma'( thi'*& to do at the head office thathe cold 'ot *et a)a( for a trip$ Co'&e,e'tl(. he had the letter& &e't ot o/erthro*h the mail &er/ice$

Dri'* the follo)i'* )ee+&. replie& came i' from all e3cept a fe) pla't&$Altho*h a fe) e3ecti/e& )rote at *reater le'*th. the follo)i'* repl( )a& t(pical8

Dear 'r. (ost"

&our recent communication in regard to notifying the head office a wee# inadvance of our intention to sign contracts has been received. This suggestion

seems a most practical one. )e want to assure you that you can count onour cooperation.

&ours very truly"

Dri'* the 'e3t &i3 )ee+&. the head office recei/ed 'o 'otice& from a'( pla'tthat co'tract& are 0ei'* 'e*otiated$ E3ecti/e& i' other departme't& )ho madefre,e't trip& to the pla't& &aid that the pla't& )ere 0&(. a'd the &al roti'e& forthat time of the (ear )ere 0ei'* follo)ed$

Topics of discussion by students (discussion in group, submission of paper

individually) and submit a paper individually which includes the answer of the

following questions:

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#: ;hat i& *oi'* o' i' DASH1AN CO< ;hat i& the pro0lem< ;h( doe& ite3i&t< ;hat )a& )ro'*