SCENARIO 10-5
Johnson Farm Products is expanding its traditional business with farmers to now include home gardeners.You are one of the regional sales managers for the company.This change has not been met with enthusiasm by the company's salespeople,who have had good long-term relationships with the farmers in the are
You know that the change will be difficult if you cannot get cooperation from the salespeople and enthusiasm from the farmers.

-Referring to SCENARIO 10-5,you have stated to your staff,"It's my way or the highway!" You are attempting to overcome resistance to change through the use of

Question

SCENARIO 10-5
Johnson Farm Products is expanding its traditional business with farmers to now include home gardeners.You are one of the regional sales managers for the company.This change has not been met with enthusiasm by the company's salespeople,who have had good long-term relationships with the farmers in the are
You know that the change will be difficult if you cannot get cooperation from the salespeople and enthusiasm from the farmers.

-Referring to SCENARIO 10-5,you have stated to your staff,"It's my way or the highway!" You are attempting to overcome resistance to change through the use of

Quizplus · Accepted Answer

The statement "It's my way or the highway" indicates a top-down management approach, where the sales manager is trying to force the salespeople to comply with the new strategy without any input or involvement in the process. This approach is manipulative and coercive, which falls under the category of manipulation and co-optation. However, this approach is not the best choice for overcoming resistance to change, as it can create resentment and opposition among the salespeople. A better approach would be to involve them in the process and address their concerns and objections through negotiation and communication.

SCENARIO 10-5 Johnson Farm Products Is Expanding Its Traditional Business with Farmers