SCENARIO 14-4 Johnson Farm Products is expanding its traditional business with farmers to include home gardeners.The sales personnel who have had good long-term relationships with area farmers do not meet this change with enthusiasm.You know the change will be difficult if you cannot obtain their cooperation.
You have decided to involve the sales personnel in planning for the change and in stocking appropriate new items.This method for overcoming resistance is referred to as

Question

Quizplus · Accepted Answer

Participation involves involving the resistant parties in the change process and decision making. In this scenario, involving the sales personnel in planning for the change and stocking appropriate new items is an example of participation. By involving them in the process, they are more likely to buy-in and be enthusiastic about the change.

SCENARIO 14-4 Johnson Farm Products Is Expanding Its Traditional Business