Analysis of Organizational Behaviors in Glengarry Glen Ross
Rosie
Organizational Behavior
Professor
2011
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 and declares the group is not worthy to have them. With derision, Blake reiterates the salesmen’s ABC’s of “Always-Be-Closing”. He announces the Glengarry leads will be awarded to the salesman who closes a sale. With disgust, he gives the group an ultimatum; he announces there will be a sales competition; only two will win their job back. The top seller will be awarded a Cadillac Eldorado, the runner-up will win steak knives, and the third and the last place will lose their jobs. The men react to the competition and ultimatum in different ways.
The current top seller in the group, Ricky Roma, (played by Al Pacino) embraces the challenge; he has no doubt he will win the Cadillac. Shelley Levene, (played by Jack Lemmon), is a desperate man. He was a top seller in the past but his sale techniques are no longer effective; he is desperate to make a sale, he has a sick daughter in need of medical attention. Dave Moss (played by Ed Harris) and George Aaronow (played by Alan Arkin) are angry and resort to complaining that the owners don’t understand that without good leads they will not be successful. In frustration, Moss commiserates with Aaronow and begins to devise a plan to steal the Glengarry leads; he suggests Aaronow
Organizational Behavior
Professor
2011
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 and declares the group is not worthy to have them. With derision, Blake reiterates the salesmen’s ABC’s of “Always-Be-Closing”. He announces the Glengarry leads will be awarded to the salesman who closes a sale. With disgust, he gives the group an ultimatum; he announces there will be a sales competition; only two will win their job back. The top seller will be awarded a Cadillac Eldorado, the runner-up will win steak knives, and the third and the last place will lose their jobs. The men react to the competition and ultimatum in different ways.
The current top seller in the group, Ricky Roma, (played by Al Pacino) embraces the challenge; he has no doubt he will win the Cadillac. Shelley Levene, (played by Jack Lemmon), is a desperate man. He was a top seller in the past but his sale techniques are no longer effective; he is desperate to make a sale, he has a sick daughter in need of medical attention. Dave Moss (played by Ed Harris) and George Aaronow (played by Alan Arkin) are angry and resort to complaining that the owners don’t understand that without good leads they will not be successful. In frustration, Moss commiserates with Aaronow and begins to devise a plan to steal the Glengarry leads; he suggests Aaronow
References: 1. Greenberg, Jerald, and Robert A. Baron. Behavior in Organizations. Upper Saddle River, NJ: Pearson Education, 2010. Print. 2. Glengarry GlenRoss. Dir. James Foley. Perf. Al Pacino, Jack Lemmon, Alec Baldwin, Ed Harris, Alan Arkin, and Kevin Spacey. New Line Cinema, 1992. DVD.