...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 this assignment...
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...About Joe Salatino's case study mainly focuses on the employee self competency. Joe's employees understood the importance of perceptions and attributions. They were able to adapt and get attached to client's lives in order to increase their sales. The employees related themselves to their customers and made difference to the company's business. Joe offered a good example to the industry that how the customers, employees and the organization benefits by using the perceptions , attribution principals, and learning theory of organization and behavior practices. 1. Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions. Perception is defined as a process by which individual selects, organizes, interprets and responds to information. Attribution is how individuals understand and explain causes of behavior and events including the behavior of themselves and of others. (wikipedia.gov). Perceptions & Attributions play a key role in a business and it can lead to making a sale or losing a sale. The customers perception and attributions helps the sales professional to control and understand how a potential customer perceives them and also the product he is attempting to sell. This is considered as impression management (Hellriegel and Slocum. 2011. pp.117). Success for a salesperson often lies in the nuances of social behavior and the skills for building relationships and controlling another person’s perception...
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...1. Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions. Understanding the importance of how people form perceptions and make attributions will help Joe’s employees in building and maintaining trusted, culturally competent relationships with clients. Ensuring employees understand the cultural differences and perceptions of others will reduce the likelihood of employees mistakenly offending customers. What we know, as a simple wave of our hand to say hello or goodbye can be interpreted differently to someone from Japan or India. A simple curl of our index finger indicating come here; can be perceived to someone in Indonesia and Australia as solicitation for prostitution. Most people are unaware of the verbal and non-verbal cultural differences across cultures. If Joe educates his employees on the factors that contribute to an individual’s perception, employees will have additional skills to build solid relationships. It will also help employees understand how people form perceptions and make attributions about others. Some of the internal factors involved include examples listed above (hand movements). Those particular examples are related to the perceiver. External factors include intensity, motion, size and contrast. An Example of intensity used in Joe’s situation is the blue lights that flashed as indicators of a buy one get one free sale on pens. Employees knew that when the lights flashed blue the sale was on...
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...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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...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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...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 at sales one needs to create perception that they are an authority in their line of work and can be trusted to provide their customers with accurate information on the product. It is when they...
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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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...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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...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 find themselves...
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...Abstract As president of Great Northern American, Joe Salatino is a successful businessperson of a 35 year-old company by the amount paid to his employees. Around the country, his organization deals with more than 60,000 businesses, and creates more than 20 million a year in office supplies, arts and crafts, and computer supplies. Based on telemarketing of his organization, Mr. Salatino believes that spending money on commissions and bonuses is necessary to motivate employees for performing a task efficiently. Together with special money paid to his employees, Mr. Salatino also concern about capabilities of them. Introduction Joe Salatino, President of Great North American, has fully brought the organization to success. The organization creates its revenue using telemarketing, which requires high performance salespeople. Consequently, when hiring telemarketing salespeople, he has to look for some specific skills that can be applied to a job. He also must understand how people perceive and attribute about others with his employees. In addition, to ensure that he hires the most successful salespeople, the value of self-efficacy is needed to establish good relationship with customers. 1.Discuss how Joe could address the importance of understanding how people form perceptions and make attributions about others with his employees. As a President of Great Northern American, Joe Salatino is responsible for building up, motivating, and manipulating the company’s sale team...
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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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...1. Discuss how Joe could address the importance of understanding how people form perceptions and make attributions about others with his employees. As a President of Great Northern it is Mr. Salatino’s is accountable for building up, influencing and engineering the organizations sales team. Perception is a declaration of the way individuals sift, arrange and interpret sensory information and attribution is an explanation of how individuals respond to the actions of others (Hellriegel & Solcum, 2011). Mr. Salatino needs to demonstrate how perceptions are influenced in relations to his business. This would require him developing a model for his sales team to use as selective screening when seeking potential customers. Within the model he should focus on the external factors that relate to his organizations goals. These factors consist of as size, intensity, contrast, motion, repetition and novelty and familiarity. Then, internal factors should be infused into the equation, these factors include personality, learning, motivation. Combined, both internal and external factors create importance of perception into employees. Mr. Salatino is responsible as an effective leader to ensure they have an accurate perception of the organizational goals so that his sales team will be able to execute effective decisions in relation to customer sales (Duggan). In an effort to do so, he could address the importance of understanding how people form perceptions and make attribution through...
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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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...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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...Wednesday, April 9, 2014 PSY/460 - WEEK ONE SHORT ANSWER Environmental psychology is likely to be a new field for you, although many of the concepts are probably familiar. Provide your own definition of the discipline. Discuss an important milestone or influence in the development of environmental psychology and provide reasoning as to why you chose this one. Environmental psychology is a branch of psychology that studies how the environment affects individuals, and vice-verse. There is a reciprocal relationship between people and the environment they live in, as they both affect each other. The relationship between nature and the human species has been an object of study for many decades, and understanding this relationship can help individuals learn about the importance of conserving and maintaining the world that supports them (Steg, 2013). The environment provides humans with food, water, air, and all the other necessities individuals need to survive, even if, in a world dominated by technology and progress, it is easy to forget that one way or another, everything we need to survive comes from the earth. Environmental psychology focuses not only on the physical influences humans and environment have on each other, but also in which ways nature affects individuals’ behaviors. One important aspect of this discipline is the belief that people’s behaviors are not determined solely by the environment (Steg, 2013). Most psychologists in this area believe in free will, as...
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