Case: For years, working for George Uhe, as a small chemicals broker in Paramus, New Jersey, made employees feel as if they were members of a big family. Unfortunately, this family was going broke because too few members were working hard enough to make money for it. Employees were happy, comfortable, complacent and lazy. With sales dropping in the pharmaceutical and specialty-chemicals division, Uhe brought in management consultants to analyze the situation and to make recommendations. The outsiders quickly identified a motivational problem affecting the sales force: Sales representatives receive a handsome salary and automatic year-end bonuses, regardless of performance. They are also treated to bagels every Friday and regular group birthday lunches that cost as much as $200. Employees felt satisfied but had little incentive to work very hard. Eager to return to profitability, Uhes owners waited to hear the consultants recommendation.

1. Brief description of the theory- McClellands Learned Needs Theory

2. Description of your action plan, explained as it relates to the theory. (changes made to solve the problem)

3. Description of what you will say to the employees.

4. Explain how your specific recommendations relate to the McClellands Learned Needs Theory