Support all scholarly work with references and include a clear and well-defined explanation of the relevant principle.

1. Apply what you learned in Chapter 4 in Navahandi to assess Jess' personality in Jess Westerly at Knaflauf article with regard to the:

a. BIG 5 Personality Traits

b. Locus of control

c. Emotional Intelligence

d. Explain the concepts and apply them to Jess.

2. Review the two articles you read for class in Week 4 (Kotter article & Katzenbach, Steffen, Kronley article). a. Briefly describe what the author(s) were trying to get across in their articles. b. What can be applied from each article to the situation?

3. Look at the Fiedler's Contingency Theory in Chapter three in Navahandi. Explain the theory and apply it to the case. What would Fiedler say about Jess Westerly's chance for success?

4. Cite theories/concepts.

a. Why did her first attempt to change sales call patterns fail?

b. Does her proposal to change call patterns make sense?

c. What actions can make her next attempt to change call patterns successful