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 brought in the chief executive to explain to sales personnel why there is the need to change organisational strategy.The method for overcoming resistance that you have chosen is:
A)participation.
B)negotiation.
C)manipulation and cooptation.
D)education and communication.

Question

Quizplus · Accepted Answer

The best choice for this situation is education and communication, as it involves explaining the reasons for change and helping the sales personnel understand why it is necessary. This method allows for open communication and discussion, which can help to address any concerns or resistance to the change. Participation may also be useful, but it is not the best choice in this situation as it involves involving the sales personnel in decision-making, which may not be feasible with the company's current strategy. Negotiation may help address some resistance, but it does not involve in-depth communication and education about the reasons for change. Manipulation and cooptation are not ethical methods for overcoming resistance and should not be used.

Johnson Farm Products Has Decided to Expand Its Traditional Business