...Joe Salatino, President of Great Northern American Case Study BUS 520 Dr. Powers July 21, 2012 Joe Salatino, President of Great Northern American Case Study 1. Discuss why Joe’s employees need to understand the importance of how people form perception and make attributions. Joe Salatino is the President of the 35-year old company, the Great Northern American. Salatino gauges his success by the amount he pays his employees, and so far he has been successful. His sales team is a self-motivated and highly energetic. Their tactic is simple they motivate their 30 person sales staff with commission and bonuses. The quality and dedication of their employees is what has made this company the success it has become. Joe’s employees attribute their personal success to four main factors, ability, effort, task-difficulty, and luck. By this it can be assumed that they will succeed because they were capable of doing the job, that it their ability attribute. The effort attribute is because they logged the time, and worked hard at reaching their client base. Task-difficulty is easily overcome when the necessary effort is being made. This is how their success was achieved, because they overcame the difficulties. Finally consider luck. Even with ability, effort, task-difficulty they have to attribute a certain amount to luck. Consider time and mood of the individual to coincide with the luck of the employee. Joe’s employees...
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...Bus 520 Joe Salatino, President of Great Northern American Case Study [Name of the writer] [Name of the institution] 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. In the case study about Great Northern American, it is plain that Joe Salatino has worked hard in order to ensure his workforce remains motivated and works hard to face their competitors. It is important to realize that making a sale or losing a sale for Joe’s employees may be dependent upon their understanding of how individuals, who may or may not be their consumers, form their perceptions about the organization. A sales professional would be the first individual to ensure they understand the basis behind other people’s perceptions about their organization and the attributions. This is to they can utilize this information and thus create an environment which can be controlled in helping the consumer form a perception about them and the product they are selling. This form of controlling the consumer’s perception is called “impression management”, (Hellriegel and Slocum. 2011. pp.117), and is used as a support in solidifying the claim that the deal being made is one of great value to the consumer, that they have need for this product and it is definitely worthy of their money if they plan to buy it. Impression management is a tricky process...
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...Joe Salatino, President of Great Northern American Case Study By Amarech Argaw Dr. Schaefer, Thomas BUS-520 July 29, 2012 Abstract All businesses and organizations desire is to gain competitive advantage in a market where there are a large number of buyers and sellers. To win the competitive market, they have to differentiate themselves from others. Leaders of all organizations do recognize their responsibility to fulfill this intend. They develop and implement various business strategies to improve production and maximize profit. As any human being, leaders are not all the same nor could they agree with ideas of others. Their background, beliefs, values, personalities, characters…etc contributes to their idea of success. Employee motivation and customer satisfaction are the most common important focus areas for any business development. Joe Salatino, president of Great Northern American, believes the success of his 35 year old company is the result of the amount of money he pays employees (Hellriegel & Slocum Jr., 2011). Joe Salatino, President of Great Northern American Case Study The Great Northern American is a Dallas-based telemarketing company. The salespeople sell more than 20 million dollars in office, promotional, arts and crafts, and computer supplies to 60,000 businesses around the country, which includes particularly packaging tape, paper clips, pens, and pencils. Many of his salespeople earn more than $60,000 a year, and...
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...WEEKLY COURSE SCHEDULE – BUS 520 LEADERSHIP AND ORGANIZATIONAL BEHAVIOR The standard requirement for a 4.5 credit hour course is for students to spend 13.5 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...
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...Joe Salatino, President of Great Northern American Case Study Trina Casto Strayer University BUS 520 Dr. Russell 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. Understanding of how individuals form their perceptions and make attributions can be the difference between making a sale and losing a sale for Joe’s employees. When a sales professional understands how others form their perceptions and make attributions, they can utilize that information to control how a potential customer perceives not only them but also the product in which they are attempting to sell. Forming a perception with the customer that the sales professional is competent and trustworthy will heighted the possibility of making a sale to that customer. This is considered impression management (Hellriegel and Slocum. 2011. pp.117). Aiding the customer in perceiving that the deal being offered is a great value, that the customer needs the product, and that the product is worth the money spent is also important in the sales process and is a form of impression management. Perception is said to be the “process by which the individual selects, organizes, interprets, and responds to information” (pp.104). Attribution is how individuals understand and explain causes of behavior and events including the behavior of themselves and of others (pp. 119). To be successful...
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...Dr. 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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...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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...Joe Salatino, President of Great Northern American Case Study Professor John Mitchell Lithonia Campus BUS 520 – Organization and Leadership November 6, 2012 Strayer University Abstract This paper will discuss the importance of perceptions and attributions. Within the paper, I will discuss what learning theory is most beneficial for the employees of Great Northern American. I will also present ways on how the social learning theory can be applied to aid in employee performance. Finally, I will discuss how Joe Salatino can leverage self-efficacy for hiring new people. Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions. Joe’s employees understand that they are being measured by the amount of sales they make. Their success is primarily driven by establishing meaningful relationships with their customers. Whether a salesperson is meeting with a customer in person or speaking to them over the phone, perception is everything. Perception is the process by which an individual selects, organizes, interprets, and responds to information. Developing a perception with the customer that they are knowledgeable of the product and trustworthy is very important. The customer must be comfortable with the salesperson. Once the comfort level is developed, the salesperson can use contrast influence the customer’s perception. By leading with a more expensive product, the item that they are really trying to sell...
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...Joe Salatino, President of Great Northern American Case Study Angelique Prickett Strayer University Bus/520 August 6, 2012 Debra Beazley Joe Salatino, President of Great Northern American Joe Salatino is the president of Great Northern American, which is a company that sells office, arts-and-crafts, and computer supplies (Hellriegel & Slocum, 2011). Many of the salespeople make over $60,000 a year and the top sellers earn over $100,000 (Hellriegel & Slocum, 2011). The salespeople earn commission off what they sell, and the percentage depends on the price of the item (Hellriegel & Slocum, 2011). One of the top salespeople at the company can make 20 to 25 calls an hour (Hellriegel & Slocum, 2011). This kind job of could be hard on a person if he or she is not very customer oriented. Joe should use the social learning theory to help his employees understand the importance of how people form perceptions and make attributions. Joe could use several methods apply this theory to help improve the employee’s performance. Joe could also gather a clearer understanding of self efficiency, and this would help him hire people who will be successful. Incorporating social learning theory into his company and helping his employees have a better understanding of how people work will help Joe’s company become even more successful. Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions. Knowing how people form...
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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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