Johnson Farm Products has decided to expand its traditional business with farmers in order to include home gardeners.This change is not met with enthusiasm by the sales personnel who have had good long- term relationships with area farmers.You know that the change will be difficult if you cannot overcome the resistance of the sales personnel and get their cooperation. You have threatened to eliminate positions and even to close down the company if your employees don't change their attitudes,even though you have no intention of carrying through with these threats.The method for overcoming resistance that you have chosen is:
A)manipulation.
B)education and communication.
C)negotiation.
D)participation.

Question

Quizplus · Accepted Answer

The chosen method for overcoming resistance is manipulation, as the manager is using threats to coerce the sales personnel into going along with the change. This approach is not recommended as it can damage employee morale and trust in management. Education and communication, negotiation, or participation would be more effective and ethical ways to address resistance to change.

Johnson Farm Products Has Decided to Expand Its Traditional Business