...* Assignment 2: Joe Salatino, President of Great Northern American Case Study Due Week 4 and worth 100 points 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 how Joe could address the importance of understanding how people form perceptions and make attributions about others with his employees. 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. Include three (3) external peer-reviewed sources to support your position. 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...
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...Hwang Lu Bus 520 Assignment 2 July 29, 2012 Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions: Great Northern American, according to (Hellriegel, 2011), is a telemarketing organization that sells office supplies, promotional products, arts-and-crafts, and computer supplies over the phone. This publication will study the importance of how people form perceptions and make attributions as well as well as which learning theory (either the operant conditioning, social learning theory or learning theory) would be most appropriate for Joe Salatino to apply to motivate his salespeople. This publication will also study how Joe Salatino can use the value of self-efficacy to ensure that he hires quality salespeople that have the potential to be highly successful in a telemarketing environment. According to (Hellriegel, 2011, p. 104), “Perception is the process by which the individual selects, organizes, interprets, and responds to information.” Based on information from (Duggan, 2012), perception also includes the gathering of sensory information through the body via sight, sound, touch, taste and smell. The Attribution Process, according to (Hellriegel, 2011, p. 119), “refers to the ways in which people come to understand the causes of their own and others’ behaviors.” The need to understand a person’s perceptions and attribution processes is due to the nature of the environment in which Joe Salatino’s employees...
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...Assignment 2: Joe Salatino, President of Great Northern American Case Study 2/5/2013 BUS520-Leadership and Organizational Dr. Leonardo R. Serrano TiAnquaneta Q Wilson It seems like Great Northern American has done a decent job of using learning concepts to improve salesperson performance they have been going at it for 35 years, after all, and are still competitive in the marketplace. It would appear that Joe Salatino has proven techniques that help incentivize people to generate sales for the company. The case mentioned that the company was faced with stiff competition from internet sellers. With the developments in the past decade of telecommuting arrangements, there may be threats from direct competitors that employ cheaper methods of direct selling. As President of the organization he is responsible to give direction to his employees. He needs to help them to understand the Company's mission and work towards it. Joe could do an analysis of the organizational culture of his own company with them. Anonymously or directly he could ask their employees what is the perception they have about the Company. After that ask what in their opinion may have generated this perception. Mr. Salatino can show how these perceptions ultimately influence the organization both positively and negatively. He could address the differences in the each individual personality, as people have different types of management, motivational issues, training, etc .So he could do an analysis of how perceptions...
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...5 hours in weekly work. This includes preparation, activities, and papers. Week ONE July 2 – 8 Preparation, Activities, and Evaluation Preparation o Reading(s) o Chapter 1: Learning about Organizational Behavior o e-Activity o Use the Internet to research an especially effective leader and / or manager. Be prepared to discuss. Preparation o Reading(s) o Chapter 2: Individual and Organizational Ethics o Chapter 3: Understanding Individual Differences Preparation o Reading(s) o Chapter 4: Perceptions and Attributions o Chapter 5: Learning Concepts to Improve Performance o e-Activity: o Use the Internet to research a social learning theory applicable to the workplace that has not been addressed in Chapter 4. Be prepared to discuss. PAPER DUE: o Assignment 1: Consensual Relationship Agreements Case Study. Please see Course Guide for Specific Questions which must be addressed in the paper. o Log into BUS520 Classroom on Blackboard (Bb); go to WEEK 3; scroll to the bottom of the week and submit your assignment using the Link found there. o Your paper is due Sunday, July 22 by 11:59 p.m. ET Preparation o Reading(s) o Chapter 6: Motivating Employees o Chapter 7: Motivation: Goal Setting and Reward Programs o e-Activity o Use the Internet to research a rewards program that has been especially effective at improving employee performance. Be prepared to discuss. PAPER DUE: o Assignment 2: Joe Salatino, President of Great Northern American Case Study – Please see Course Guide for the Specific...
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...Joe Salatino, President Of Great Northern American Case Study Jean Smith Dr. Wright Business 520: Organizational Behavior 4/29/2012 Assignment 2: Joe Salatino, President of Great Northern American Case Study 1. Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions. Joe Salatino’s employees need to understand the importance of perceptions and making attributions. Per Hellriegel & Slocum, 2011, “Perception is the process by which the individual selects, organizes, interprets, and responds to information.” (p. 104) Since he has a telesales force, perceptions are extremely important when working in a rapid sales process. All they have to work with is pure conversation. Making attributions, as defined by Hellriegel & Slocum 2011, “refers to the ways in which people come to understand the causes of their own and others’ behaviors”. The attributions process is can help a telesales professional work on their internal factors which could lead to higher self-development. Since Salatino gauges the success of this 35-year old company by the amount of money he pays his employees, training on these two processes will help reinforce their performance. Gary Gieb, aka John Johnson, earns more than $100,000 because he is consistent and has built a customer base. Gary understands the attribution and perceptions processes very well because he is on and off of the phone in less than 5 minutes. His perception accuracy is highly...
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...Joe Salatino, President of Great Northern American Case Study Mikie Epps Professor Christopher Haseer Assignment 2 BUS 520 6 May 2012 Joe Salatino, President of Great Northern American Case Study Introduction This paper will discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions. It will also evaluate which learning theory would be most appropriate for Joe to apply in his situation and explain why. A discussion on the way Joe could apply the learning theory that was previous selected to improve employees’ performance will also be included. Upon conclusion a determination will be made on how Joe could leverage an understanding of the value of self-efficacy to ensure he hires the most successful salespeople. Forming perceptions and making attributions According to Dr. Bill Saleeby, perception is a process that creates meaning by interpreting and selecting. Our perceptions of others are based entirely on these concepts; on our own selection of friends and our interpretation of their characteristics. Since first impressions are usually made within the first 10 seconds, these perceptions are important because it allows us to evaluate any possible closed-mindedness or quick judgment. Dr. Bill Saleebey also states that most people base their perceptions of others on character rather than environment and surroundings. Periodical perceptions, which are used regularly by Joe’s employees, are those...
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...Assignment 2: Joe Salatino, President of Great Northern American BUS 520 4/29/2012 It seems like Great Northern American has done a decent job of using learning concepts to improve salesperson performance they have been going at it for 35 years, after all, and are still competitive in the marketplace. It would appear that Joe Salatino has proven techniques that help incentivize people to generate sales for the company. The case mentioned that the company was faced with stiff competition from internet sellers. With the developments in the past decade of telecommuting arrangements, there may be threats from direct competitors that employ cheaper methods of direct selling. As President of the organization he is responsible to give direction to his employees. He needs to help them to understand the Company's mission and work towards it. Joe could do an analysis of the organizational culture of his own company with them. Anonymously or directly he could ask their employees what is the perception they have about the Company. After that ask what in their opinion may have generated this perception. Mr. Salatino can show how these perceptions ultimately influence the organization both positively and negatively. He could address the differences in the each individual personality, as people have different types of management, motivational issues, training, etc .So he could do an analysis of how perceptions and attributions that employees have on the Company align with it goals...
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...Topic: Joe Salatino, President of Great Northern American Case Study Course name: Bus520 Leadership and Organization Student's name: Bernadine Wininger Lecturer's name: Dennis Carlson 2 February 2013 Joe Salatino, President of Great Northern American Case Study Understanding of customer perceptions and attributions is a vital aspect in ensuring that an organization remains competitive in terms of the products/services it offers and price. Organizations are capable of giving competitive prices and products from perceptions, which they get from their customers (Zeithaml, 2001). Salesmen of an organization have a vital role to play in analyzing people perception and giving feedback to the organization so as to know what commodities or services to recommend and at what price. In this assignment I will discuss issues relating to Joe’s organization and its employees in relation to competence of the organization. It is vital for Joe’s employees to understand the vitality of how people form perceptions and make attributions in order to maintain competence of the organization. Through this understanding the employees will be capable of advising the organization what it needs to offer the people and at what price the service or commodity will be capable of making vast profits. Through this, the employees will assist the organization to remain competitive to other organizations since it will be capable of matching people’s...
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...[pic] |Leadership and Organizational Behavior – BUS 520 | |Student Course Guide | |Prerequisite: None | |Quarter |Fall 2010 | |Meeting Days/Time |Wednesday 6pm-10pm | |Instructor |Karmetria Burton | |Instructor Phone |678 362 0842 | |Instructor E-mail |Karmetria.burton@strayer.edu | |Instructor Office Hours/Location |5-6 pm Wednesdays or by appointment | |Academic Office Phone Number | | |INSTRUCTIONAL MATERIAL - Required ...
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