SCENARIO 14-4 Johnson Farm Products is expanding its traditional business with farmers to include home gardeners.The sales personnel who have had good long-term relationships with area farmers do not meet this change with enthusiasm.You know the change will be difficult if you cannot obtain their cooperation.
You have threatened to eliminate positions and even to close down the company if your employees don't change their attitudes.You are using

Question

Quizplus · Accepted Answer

Coercion involves using threats or force to make employees comply with changes, which is what is being done by threatening to eliminate positions or close down the company.

SCENARIO 14-4 Johnson Farm Products Is Expanding Its Traditional Business