Business Organization

Read the Joe Salatino, President of Great Northern American case study located in Chapter 5. Write a six to eight (6-8) page paper in which you:

1. Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions.
2. Evaluate which learning theory (either operant conditioning, social learning theory, or the learning theory you researched in Week 3) would be most appropriate for Joe to apply in this situation and explain why.
3. Discuss ways that Joe could apply the learning theory you selected to improve employees’ performance.
4. Determine how Joe could leverage an understanding of the value of self-efficacy to ensure he hires the most successful salespeople.
5. Use at least three (3) quality academic resources in this assignment. Note: Wikipedia and other Websites do not qualify as academic resources.
Your assignment must follow these formatting requirements:
• Be typed, double spaced, using Times New Roman font (size 12), with one-inch margins on all sides; references must follow APA or school-specific format. Check with your professor for any additional instructions.
• Include a cover page containing the title of the assignment, the student’s name, the professor’s name, the course title, and the date. The cover page and the reference page are not included in the required page length.

The specific course learning outcomes associated with this assignment are:
• Identify the key factors that contribute to individual perceptions.
• Review learning theories and their relationship to organizational performance.
• Use technology and information resources to research issues in organizational behavior.
• Write clearly and concisely about organizational behavior using proper writing mechanics.

Case Study
Joe Salatino, President of Great Northern American
As president of Great Northern American, Joe Salatino gauges the success of this 35-yeat-old company by the amount of money he pays employees. The firm’s salespeople will sell more than $20 million in office, promotional, arts-and-crafts, and computer supplies to more than 60,000businesses around the country this year. Great Northern American sells more than 7 million yards of packaging tape, 8 million paper clips, and 11 million BIC and Paper mate pens and pencils bearing customer logos, along with about 12,000 other products each year. The head of this Dallas-based telemarketing company believes that spending money on commissions and bonuses is necessary to keep his 30-person sales force motivated especially in the face of stiff competition from Internet users.
The company’s salesroom features all kinds of motivational devices. On a recent Friday morning, rotating blue lights signal that a special deal on pens is on. For the next hour, customers can get two for one on Stars and stripes promotional pens. When the blue-light-special is off, they’re back up to 39 cents apiece. When the light goes off, a leader draws a large snowball on one of the large dry-erase boards to indicate another sale has ended. The noise and pace is fast and furious.
Many of Salatino’s salespeople earn more than $60,000 a year and top producers earn more than $1000.00 Gary Gieb, aka John Johnson, because it’s easier to spell and sounds more all-American over the phone, earned more than $100.00 last year. During a typical day, he makes 20 to 25 calls per hour. If a customer places an order, the entire sale tales just under 5 minutes. He earns commission of between 5 and 12 percent on the list price, depending on the merchandise. A sales person usually needs year to build up a good account base. Many employees who can’t handle he self-starting selling intensity and bedlan usually leave with in the first month. To establish loyal customers, may top selling salespeople subscribe to their customer’s hometown newspaper so that they can chat with the customer about local issues such as who had a baby and who won the local football game? Peggy Gordon toped $70.000 last year selling educational supplies that police and sheriff’s department s take on visits to schools.
Salatimo believes that employee who have established solid relationships with their customers earn significantly more money than those who have not been able to foster good relationships with customers. Therefore, when hiring telemarketing individuals he looks for individuals with who have excellent communications skills (especially listening), are respectful of customer’s points of view, have an “upbeat” attitude, and are highly self-motivated. Salatino look for people who recognize their own strengths and limitations and who thrive on taking he initiatives without being told what to do all the time.

Questions
1. What kind of reinforcers does Salatino use to motivate his sales people?
2. What kind of reinforcement schedule is used by Great Northern American to pay sales people?
3. If you were Salatino, how might the concept of self-efficacy help you hire successful sales people

 
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