M: Organizational Behavior 2nd Edition by Steven McShane, Mary Von Glinow

Exercise 103

Store #34 of CDA Hardware Associates has had below average sales over the past few years. As head of franchise operations, you are concerned with the continued low sales volume. The store manager wants you to diagnose the problem and recommend possible causes. Use the MARS model of individual behavior and performance to provide four different types of reasons why employees at Store #34 might be performing below average. Provide one example for each type of explanation.
Students should answer this question by describing the four causes of individual behavior and applying these causes to the situation.