Your company, Johnson Farm Products, has decided to expand its traditional business serving farm owners in order to include home gardeners in its customer base. 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 to implement if you cannot overcome the resistance of the sales personnel and obtain their cooperation.
-You have brought in the local extension agent to explain demographics and the changing nature of the area in which you live. The method for overcoming resistance that you have chosen is ________.

Question

Quizplus · Accepted Answer

In this example, the method chosen for overcoming resistance is communication. Communication is more important than ever in times of change. One study of German companies revealed changes are most effective when a company communicates a rationale that balances the interests of various stakeholders (shareholders, employees, community, customers) rather than those of shareholders only. Other research on a changing organization in the Philippines found that formal information sessions decreased employees' anxiety about the change, while providing high-quality information about the change increased their commitment to it.

Your Company, Johnson Farm Products, Has Decided to Expand Its