Randi has identified how the sales figures in her company have been under the estimates for the past five quarters. This has led her to redesign how her sales team attempts to balance starting new accounts with efforts to increase current accounts. She has recently given bonuses to persons who opened the most new accounts in the past two quarters. Her ideas for change most closely follow _______________.
A) Chris Argyris
B) Kurt Lewin
C) Hugo Munsterberg
D) Mary Parker Follet

Question

Quizplus · Accepted Answer

Kurt Lewin is known for his theory of change management and group dynamics. His theory includes the stages of unfreezing, changing, and refreezing. Randi's approach of identifying the issue, giving bonuses for behavior change, and redesigning the sales team's approach aligns with Lewin's theory of change management.

Randi Has Identified How the Sales Figures in Her Company