...Joe Salatino Joe Salatino is the president of Great Northern American, a telemarketing based company located in Dallas, Texas. Salatino scopes the success of this 40 year old organization due to the amount of money he pays employees (Hellriegel & Slocum, 2009). Salatino keeps his 30 plus person sales team motivated by shelling out money on commissions and bonuses. Great Northern American still has the ability to blossom in a competitive market, even with the “Internet users” (Hellriegel & Slocum, 2009). Great Northern American sales team annually sells more than “$20 million in office, promotional, arts-and-crafts, and computer supplies to more than 60,000 businesses around the country” (Hellriegel & Slocum, 2009). Salatino’s employees are able to earn roughly between $60,000 and $100,000 a year depending on their sales. The leader of this organization has developed a system to create revenue and profit while motivating employees. Perceptions and Attributions It is critical for Salatino and his employees to understand the importance and concept of how individuals will form perceptions and make attributions. Perception describes the way people filter, organize, and interpret sensory information (Duggan, 2009). Attribution explains how people act; determining how people react to the actions of others as well. Salatino holds a position where it is his duty to guide and give directions to his employees. His main focal point should be helping his employees understand...
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...The Great Northern American is a Dallas-based telemarketing company. Joe Salatino, a president of Great Northern American, gauges the success of this 35-year-old company by the amount of money he pays employees. The Great Northern American workers “sell 20 million in office, promotional, arts and crafts, and computer supplies to 60,000 businesses around the country” that includes particularly packaging tape, paper clips, pens, and pencils. Many of his salespeople earn more than $60,000 a year, and top producers earn more than $ 100,000. A leader/manager and employee need to pay attention on perception and attribution concepts to be effective at workplace. Perception is the process by which the individual selects, organizes, interprets, and responds to information. Employees are constantly exposed to a variety of information. This information is processed in their mind and organized to form concepts pertaining to what is sensed or experienced (Hellriegel & Slocum, 2011). Different employees often perceive a situation differently, both in terms of what they selectively perceive and how they organize and interpret what is perceived. The perception process is influenced by external (e.g. all kinds of motivational devices installed in Great Northern American’s salesroom) and internal (personality, learning, and motivation) factors that are related to the perceiver. The perceptual process may result in errors in judgment or understanding. An important part of understanding individual...
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...importance of how people form perceptions and make attributions. I think is because the Joe's employees may be more effective by building relationships of trust with customers. 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 In this discussion could be approached the way the company does business with its customers. It is an ethical way? We are looking for to meet the customers’ needs and their expectations or we aim solely the benefit of the Company? How the customer sees us? What did we to bring this customer perception towards us? Although it is more difficult to talk openly about the internal environment of the Company, Joe must find ways to understand the internal view that employees have about the Company. Do you feel part of the organization? Yours remarks are heard? How do you assess the degree of autonomy or freedom that exists in your department? What kind of attitudes or standards that the Company has that contribute to this vision that you have on it? Do you feel that the perception you created came from your departament or came from the Company as a whole? 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...
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...| Week 4/Assignment 2 | [Type the document subtitle] | | Shaneil white | | Bess | 1/30/2013 | | Great Western Supply, a division of Great North American Companies, offers a wide variety of promotional and marketing equipment. Operational for more than 35 years, GNAC serves numerous industries, including automotive facilities, bank and credit unions, day care, fire departments, funeral homes, hospitals, insurance and law firms, nonprofit agencies, post offices, and schools (NGA). The companys products include adhesive cubes and notes, apparels, auto accessories, plastic and paper bags, backpacks and totes, calendars, candy and food items, clocks, watches, coloring books, desk items, drink ware, flashlights and novelties, and sports items (NGA). It also offers household items, key tags, magnets, pencils and pens, stickers, static clings, decals, pins, stress relievers, and tools and measuring equipment. Additionally, Great Western provides arts and crafts and office supplies and computer-related products. The company is located in Farmers Ranch, Texas. One of the popular incentives that the company offers the employees is the blue light signal (NGA) . This is when the rotating blue light signals that a sale is on, and for the next hour the employees are able to take advantage of the great deals. Many of the employees of the company earn anywhere from 60,000 to 100,000 a year (NGA). This is remarkable. The employees earn commission from the sale calls...
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...1. What kind of reinforcers does Salatino use to motivate his salespeople? Salatino’s methods are primarily based upon positive reinforcement methods, using secondary reinforcers. In the case study, it mentioned several devices in the salesroom. There are rotating blue lights that flash when a deal is on. There are large dry-erase boards where a manager would draw “snowballs” at the end of each sale, which would serve as visual cues to the salespeople. By providing commissions to his salespeople, Salatino uses secondary reinforcers, ie money, to incentivize his salesforce to keep selling. Salespeople can receive between 5% and 12% commission, and the level of commission would provide an increasing incentive to sell the higher-commission items. I would assume that the salespeople that had been there awhile also might enjoy the frenetic pace of the sales floor, and that would serve as a secondary reinforcer for them to come to work each day. It’s probably an exciting environment for them to work in. 2. What kind of reinforcement schedule is used by Great Northern American to pay salespeople? I would break this question into two portions. Simplistically, Great Northern American probably uses a fixed interval schedule to pay their salespeople according to a specified pay period, perhaps biweekly or monthly. If you consider the earning of commission as “payment,” though, you could also argue that they use a form of a fixed ratio schedule to pay their salespeople...
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...Chris Hutson Dr. Tom McFarland Organizational Behavior 4/15/2016 Case Study: Joe Salatino 1. What kind of reinforcers does Salatino use to motivate his salespeople? Joe Salatino uses positive reinforcement techniques to motivate his salespeople. Positive reinforcement can be defined as a pleasant consequence after the occurrence of a desired behavior. There are different types of positive reinforcements and they are primary and secondary reinforcers. A primary reinforcer falls under the category of food and shelter because a person already knows the value of it. On the other hand, a secondary reinforcer is in the category of money because it has a certain value to it. Salatino’s uses the secondary reinforcer because he believes in spending money on commissions and bonuses to give to employees for their hard work and to motivate them to do an even better job. He has a system to where during the day he uses different types of motivation techniques to pump up his employees to sell their product at an efficient and effective pace. For example, on a recent Friday morning Salatino set up a rotating blue light in the salesroom to motivate his employees for that day. The light indicated that there was a special pen deal going on only when that light was on and rotating. He kept this light on for an hour and it allowed employees to give their customers a two for one deal on Stars and Stripes promotional pens. When that light turns off then the deal is over and employees have to go...
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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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...importance of how people form perceptions and make attributions. I think is because the Joe's employees may be more effective by building relationships of trust with customers. 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 In this discussion could be approached the way the company does business with its customers. It is an ethical way? We are looking for to meet the customers’ needs and their expectations or we aim solely the benefit of the Company? How the customer sees us? What did we to bring this customer perception towards us? Although it is more difficult to talk openly about the internal environment of the Company, Joe must find ways to understand the internal view that employees have about the Company. Do you feel part of the organization? Yours remarks are heard? How do you assess the degree of autonomy or freedom that exists in your department? What kind of attitudes or standards that the Company has that contribute to this vision that you have on it? Do you feel that the perception you created came from your departament or came from the Company as a whole? 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...
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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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...In today's work oriented culture, romances and the related topics of sex and privacy have become important issues confronted by most employers. With more employees working longer days and spending so much of their time on the job, romantic relationships at work are developing more frequently. Workplace romance may be the only option for employees whose workload limits their outside activities, but for employers, this trend may prove to be a problem as the potential liability associated with these relationships rises. Some organizations ban all workplace dating, while other employers have no policy at all to address these issues. Most organizations fall somewhere in between, with explicit or at least implicit policies that forbid or discourage certain workplace relationships. After all, with the amount of time people spend working, it’s impossible to meet people in the traditional meeting places such as church, the neighborhood, family events, and leisure time activities do not present the same kind of people. In contrast, the office provides a natural selection of people who share at least one important interest. People who work together also live within a reasonable dating distance, and share a location, so they see each other on a daily basis. Coworkers in similar jobs may also be around the same age, and share the same interests both inside and outside of work. Consensual relationship policies are an important tool in managing the risk of sexual harassment and discrimination...
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...SIR RICHARD BRANSON, CHAIRMAN, VIRGIN GROUP, LTD CASE STUDY BUSINESS 520, DR KIMBERLY LEADERSHIP AND ORGANIZATIONAL SHIRL JONES FEBRUARY 26, 2012 Assignment 4: Sir Richard Branson, Chairman, Virgin Group, Ltd. Case Study Due Week 8 and worth 100 points Read the Sir Richard Branson, Chairman, Virgin Group, Ltd. case study located in Chapter 11. Write a six to eight (6-8) page paper in which you: 1. Describe Branson’s leadership style in terms of the leadership models addressed in Chapters 10 and 11 and evaluate the likely effectiveness of that style in the U.S. today. 2. Recommend a different leadership style (or combination of styles) that would make Branson an even more effective leader. 3. Determine how Branson would develop and lead a global team working on a major project (e.g., space tourism). 4. Discuss how you can incorporate some of Branson’s leadership qualities into you role at work or school. 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...
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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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...Introduction This paper will describe the Joe Salationo the President of Great Northern American, and his employees and how the employees need to understand how to importance how that people perform their perceptions and make attributions. Joe Salatino also believe that his employees that they have established sold relationship with their customer, and the different technique’s that the employees use. We will also discuss the different learning theory that will fit Joe Salatino situation, and how Joe Salatino will apply some of the learning theory by using the operant conditioning, social learning theory. How people form perceptions and make attributions How we need to make Joe Salatino employees to understand that people form perceptions and make attributions because perception is the process by which the individual selects, organizes, interprets, and responds to information. Employees are constantly exposed to a variety of information. They know when leaders are being phony. This information is processed in a person’s, mind and organized to form concepts pertaining to what is sensed or experienced. Different people often perceive a situation differently, both in terms of what they selectively perceive and how they organize and interpret what is perceived, by the employee and their manger (Hellriegel and Slocum, 2011. Pp. 104). The attributions that employees and managers make concerning the causes of behavior are important for understanding behavior. For...
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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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