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 decided to involve the sales personnel in planning for the change and in stocking appropriate new items.The method for overcoming resistance that you have chosen is:
A)education and communication.
B)negotiation.
C)participation.
D)manipulation and cooptation.

Question

Quizplus · Accepted Answer

By involving the sales personnel in planning and stocking decisions, you are utilizing the participation method for overcoming resistance. This method involves getting people to contribute to the change, which can increase their commitment and reduce their resistance. By involving the sales personnel, you are empowering them to have a say in the new direction of the company, which can help them feel more invested in its success. This is a more positive approach than manipulation or cooptation, which involve using power or influence to get people to comply, and it avoids the potential negative consequences of negotiation, which can be seen as a win-lose situation. Education and communication may be useful as part of the participation approach, but by itself it may not be enough to overcome resistance.

Johnson Farm Products Has Decided to Expand Its Traditional Business