Case: For years, working for George Uhe, as 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. First letter of your last name (Theory) A F (Four Drive Theory) Things to do: 1. Read about the Theory assigned to you. (Guess whatyou may have to research a little!) 2. Determine what changes you will make to solve the problem. 3. Explain how your specific recommendations relate to the motivational theory assigned. 4. Create notes that you will use when explaining the changes to the employees. (How will you introduce the changes to the employees?) I want to understand how a manager would deliver this big change effectively. Things to submit: Heres what to submit: 1. A paper that means an introduction, body and close. 2. Brief description of theory. You may cite from your text or use your own words from your understanding of the theory. 3. Description of your action plan, explained as it relates to the theory. 4. Description of what you will say to the employees. 5. Do it all in a maximum of two pages.