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Organizational Behavior: Human Behavior at Work 14th Edition by John Newstrom
Edition 14ISBN: 978-0078112829Organizational Behavior: Human Behavior at Work 14th Edition by John Newstrom
Edition 14ISBN: 978-0078112829 Exercise 2
The Transferred Sales Representative
Harold Burns served as district sales representative for an appliance firm. His district covered the central part of a Midwestern state, and it included about 100 retail outlets. He had been with the company for 20 years and in his present job and location for 5 years. During that time he met his district sales quota each year.
One day Burns learned through local friends that the wife of a sales representative in another district was in town to try to rent a house. She told the real estate agency that her family would be moving there in a few days because her husband was replacing Burns. When Burns heard this news, he refused to believe it.
Two days later, on January 28, he received an express mail letter, postmarked the previous day, from the regional sales manager. The letter read:
Dear Harold:
Because of personnel vacancies we are requesting that you move to the Gunning district, effective February 1. Mr. George Dowd from the Parsons district will replace you. Will you please see that your inventory and property are properly transferred to him? I know that you will like your new district. Congratulations!
Sincerely yours, (Signature)
In the same mail, he received his 20-year service pin. The accompanying letter from the regional sales manager read:
Dear Harold:
I am happy to enclose your 20-year service pin. You have a long and excellent record with the company. We are honored to give you this recognition, and I hope you will wear it proudly.
Our company is proud to have many long-service employees. We want you to know that we take a personal interest in your welfare because people like you are the backbone of our company.
Sincerely yours, (Signature)
Harold Burns checked his quarterly sales bulletin and found that sales for the Gunning district were running 10 percent below those in his present district.
Comment on the positive and negative events in this case as they relate to organizational behavior.
Harold Burns served as district sales representative for an appliance firm. His district covered the central part of a Midwestern state, and it included about 100 retail outlets. He had been with the company for 20 years and in his present job and location for 5 years. During that time he met his district sales quota each year.
One day Burns learned through local friends that the wife of a sales representative in another district was in town to try to rent a house. She told the real estate agency that her family would be moving there in a few days because her husband was replacing Burns. When Burns heard this news, he refused to believe it.
Two days later, on January 28, he received an express mail letter, postmarked the previous day, from the regional sales manager. The letter read:
Dear Harold:
Because of personnel vacancies we are requesting that you move to the Gunning district, effective February 1. Mr. George Dowd from the Parsons district will replace you. Will you please see that your inventory and property are properly transferred to him? I know that you will like your new district. Congratulations!
Sincerely yours, (Signature)
In the same mail, he received his 20-year service pin. The accompanying letter from the regional sales manager read:
Dear Harold:
I am happy to enclose your 20-year service pin. You have a long and excellent record with the company. We are honored to give you this recognition, and I hope you will wear it proudly.
Our company is proud to have many long-service employees. We want you to know that we take a personal interest in your welfare because people like you are the backbone of our company.
Sincerely yours, (Signature)
Harold Burns checked his quarterly sales bulletin and found that sales for the Gunning district were running 10 percent below those in his present district.
Comment on the positive and negative events in this case as they relate to organizational behavior.
Explanation
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Verified
Organizational Behaviour:
It refers to the study and analysis of human interaction that occurs within an organization. Such interactions play an important role in the attainment of organizational goals. Organizational behaviour in a company should be optimized because it can have both favourable and non-favourable results.
Person HB was working with an appliance firm as a regional sales manager for twenty years. His sudden transfer and recognition will have both a positive and negative effect on his behaviour. Let's understand it in detail down below:
Positive:
• His efforts were recognised by the company as he received a personal note from his superiors.
• His status in the company increased as he was presented with a service pin that will act as a motivator for him and it will distinguish him from the rest of employees in a positive manner.
• He was given a territory that is performing low then the standards. He can take it as a challenge to prove his calibre and help company in reviving and increasing their sales.
Negative:
• Sudden transfer from where he lived for more than five years will have a negative effect on his behaviour as he will not be sure about his future stability in an area.
• His colleagues and juniors will feel a lack of job security and stability as it can to them as well.
• He may feel that there is biasedness towards him that he is given a low performing area and the area that he has worked upon is given to someone who is not deserving of it but is favoured by the manager.
It refers to the study and analysis of human interaction that occurs within an organization. Such interactions play an important role in the attainment of organizational goals. Organizational behaviour in a company should be optimized because it can have both favourable and non-favourable results.
Person HB was working with an appliance firm as a regional sales manager for twenty years. His sudden transfer and recognition will have both a positive and negative effect on his behaviour. Let's understand it in detail down below:
Positive:
• His efforts were recognised by the company as he received a personal note from his superiors.
• His status in the company increased as he was presented with a service pin that will act as a motivator for him and it will distinguish him from the rest of employees in a positive manner.
• He was given a territory that is performing low then the standards. He can take it as a challenge to prove his calibre and help company in reviving and increasing their sales.
Negative:
• Sudden transfer from where he lived for more than five years will have a negative effect on his behaviour as he will not be sure about his future stability in an area.
• His colleagues and juniors will feel a lack of job security and stability as it can to them as well.
• He may feel that there is biasedness towards him that he is given a low performing area and the area that he has worked upon is given to someone who is not deserving of it but is favoured by the manager.
Organizational Behavior: Human Behavior at Work 14th Edition by John Newstrom
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