Organizational Behavior: Human Behavior at Work 14th Edition by John Newstrom

Exercise 13

Barry Niland
Barry Niland, supervisor of a small sales department, noticed that one of his industrial sales representatives, Henry Hunter, had a problem. Among other signs, Hunter's sales had declined in the last six months, although most other sales representatives regularly were exceeding their quotas. Niland decided to try to boost his sales representative's performance by reminding him of the many opportunities for satisfaction in a sales job.
Niland explained his actions as follows:
I pointed out that in his customer's eyes he alone is the company. He has the opportunity to help his customer. He has the opportunity to show his ability and knowledge to many types of people. He has the opportunity through his own efforts to help many types of people. He has the opportunity to support the people who make our products, to reward the stockholders, and to control his financial return through his own know-how. He has the opportunity of testing his creative ideas, with immediate feedback about their value. He has the opportunity to meet constantly changing conditions, so there is no boredom in his job. There is no quicker way to achieve personal satisfaction than sales work.
Suggest approaches for increasing Hunter's
a. Job satisfaction
b. Job performance
c. Job involvement
d. Organizational commitment