VCase study $$ Personal Interest vs Job$-$Fit vs Organisation Fit.

The company has no specific policy regarding facial hair. Tom, a pharmaceutical sales rep with a little

more than a year$$s experience and an average $($but declining$)$ sales record, has grown a very long

and ragged beard that detracts significantly from his appearance. His hobby is playing bass in an

amateur bluegrass band, and he feels that a ragged beard is an important part of the act. Tom says

his beard is a personal fashion statement that has to do with his individual freedom.

There have been numerous complaints about Tom$$s appearance from both doctors and pharmacist.

The manager has talked to him on many occasions about the impact his appearance could have on

his sales. Nevertheless, Tom still has his beard.

The manager is concerned about Tom$$s decreasing sales as well as the professional image of the

sales force in the medical community. Tom says his sales decrease has nothing to do with his beard.

However, sales in the other territories in the district are significantly better than they were last year.