Question: You notice that the sales representative for Eastern Ontario made 20 percent fewer sales to new clients over the past quarter than salespeople located elsewhere

You notice that the sales representative for Eastern Ontario made 20 percent fewer sales to new clients over the past quarter than salespeople located elsewhere in Canada. Use the MARS model of individual behaviour to explain why his or her performance was lower than the performance of other salespeople.

Step by Step Solution

★★★★★

3.33 Rating (165 Votes )

There are 3 Steps involved in it

1 Expert Approved Answer

Step: 1 Unlock

Motivation One explanation is that the Eastern Ontario employee is not as motivated to perform her j... View full answer

Question Has Been Solved by an Expert!

Get step-by-step solutions from verified subject matter experts

Step: 2 Unlock

Step: 3 Unlock

Document Format (1 attachment)

692-B-O-B-O-P-C (627).docx

120 KBs Word File

Students Have Also Explored These Related Organizational Behavior Questions!

You are the sales representative for a manufacturer of insulation. A customer that accounts for approximately one-third of your sales suddenly asks for a discount because of the volume of its...

Your company sells customized computer systems to businesses large and small around the world. The Executive Committee needs to recommend someone to begin a three-year term as Manager of Eastern...

You have been called in as a consultant liaison for a dispute between sales, accounting, and IT professionals. The sales professionals are claiming that sales reports are distorted, and are blaming...

Qustion1. identify what job from duplex copiers you would use for "key job matching". Make the choice from the jobs included in the job evaluation outcomes spreadsheet you have been provided. You...

Minimum monthly, weekly, and daily productivity levels are strictly specified for each TSS, and there are strict quotas on repair expenses and travel expenses. Prior approval from an FSM is required...

Case Study: Questions: 1) Select and justify 8 10 firms to use as appropriate comparators to calibrate pay to the market. Include a detailed rationale for selecting each company by using a table of...

Instructions: Remembering that the best performance appraisal method is to use a "combination approach", recommend a performance appraisal system for Duplox. Please create one system that will apply...

Hi, I am trying to figure out how to solve this case. Case Study 3: Cost of Capital and Capital Budgeng Pleasure Craft Inc. Nancy Cummins has been feeling a bit overwhelmed in the last few weeks....

BUSN 6021: Corporate Finance 1 Case Study 3: Cost of Capital and Capital Budgeting Pleasure Craft Inc. Nancy Cummins has been feeling a bit overwhelmed in the last few weeks. Having worked at...

Question. 1. How strong are the competitive forces confronting J. Crew in the market for specialty retail? Include a [Michael Porter] five-forces analysis to support your answer. (see chapter 3 in...

The histogram below shows the distribution of retention rates for a sample of 197 universities. For this data the Q1 = 71, median=76 and Q3 = 84. Determine the lower bound for outlier detection.

Dry air is heated from 25C to 4000 K in a 100-kPa constant-pressure process. List the possible reactions that may take place and determine the equilibrium composition. Find the required heat...

Sales of automobiles in the United States fluctuate from month to month and year to year. The file autoSales contains the sales for various automakers in July 2013 and the percentage change from June...

Give examples of how new technology has enabled B2B organisations to become more productive.

Four-drive theory is conceptually different from Maslows needs hierarchy in several ways. Describe these differences. At the same time, needs are based on drives, so the four drives should parallel...

Describe a situation in which you used organizational behaviour modification to influence someones behaviour. What specifically did you do? What was the result?

A large organization has hired you as a consultant to identify day-to-day activities for middle managers to minimize distributive and procedural injustice. The company explains that employees have...

for(int i=0;i

Here are data on two companies. The T-bill rate is 5.4% and the market risk premium is 8.3%. Company $1 Discount Store Everything $5 Forecast return 16% 15% Standard deviation of returns 26% 28% Beta...

Walker Machine Tools has 7 million shares of common stock outstanding. The current market price of Walker common stock is $82 per share rights-on. The company's net income this year is $25.00...