ABSTRACT
Universal, as has been pointed out earlier, is a division of a firm in this household product industry which has moved from among the group of non-leaders to that of the leaders, and this in a relatively short period of time. Among the non-leaders described, managements remained unchanged in personnel and also appeared homogeneous among themselves in character and attitudes at least as far as they are related to business. At Universal there had been a recent change of top-level management. It became apparent that the present and previous management teams differed widely not only in their performances but also in their attitudes towards business. Most organization charts are shaped like a family tree with the chairman and managing director at the top and the various successive levels of management and organization below them. The division had never had a marketing department, and during this period one was started as well as the nucleus of a market research organization.
