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From the Hausser Food Product case we found that the company have a very bad deal in Goal Setting and Feedback. The company always set for higher goal whenever the team exceeds the target. We can see from the research when talk to Neil about the company of Hausser Food Product. He says that “The company is out to screw the salespeople. Up in Atlanta and New York, all they are concerned about is the numbers, meeting the plan no matter what. The Worst thing is if you work hard, meet the plan, and then keep going so you can earn some decent money. Then they go and change the plan next year. They increase the sales quota so that you have to work harder just to earn the same money! It just doesn’t pay to bust your ass” from this conversation we know that the company well award the sales person with decent money only one times but after that the company have worst feed back they increase the sales quota for the team and make the sales person work harder just to earn the same money. With this bad experience about the company why should the sales person do the best for the
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Assume You are Brenda Cooper, and you have access to the data in the case. What actions would you take to prevent this situation from occurring elsewhere.
If I am a Brenda Cooper. I will solve this problem from identify what is cause or the problem why the Team Florida Sales don’t want to share their information to me. After studying and research from the data I will find that the source of problem is
a. No reward action from Expectancy Theory So change the reward and treatment
Although they have high E to P that have good P to O outcomes (10 % higher than above the target) there are no reward to them. The solution for this problem is Brenda Cooper as leaders should support and give them reward just like what Jay did. So they feel Brenda as their real leader that care to them. And become someone who the Team can trust. The Brenda must fight and give recommendation reward to them and got the trust from the Team Florida Team Sales to get the information about a new market opportunity. So they feel their effort are being rewarded with good welcome with equal reward off course.
b. Bad Goal Setting and Feedback change the way determine goal setting and Feed
Assume You are Brenda Cooper, and you have access to the data in the case. What actions would you take to prevent this situation from occurring elsewhere.
If I am a Brenda Cooper. I will solve this problem from identify what is cause or the problem why the Team Florida Sales don’t want to share their information to me. After studying and research from the data I will find that the source of problem is
a. No reward action from Expectancy Theory So change the reward and treatment
Although they have high E to P that have good P to O outcomes (10 % higher than above the target) there are no reward to them. The solution for this problem is Brenda Cooper as leaders should support and give them reward just like what Jay did. So they feel Brenda as their real leader that care to them. And become someone who the Team can trust. The Brenda must fight and give recommendation reward to them and got the trust from the Team Florida Team Sales to get the information about a new market opportunity. So they feel their effort are being rewarded with good welcome with equal reward off course.
b. Bad Goal Setting and Feedback change the way determine goal setting and Feed