SCENARIO 14-2 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.
-Refer to Scenario 14-2.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 employees who are resistant to change in the planning process and decision-making, thereby making them feel valued and included. This can increase their willingness to cooperate with the change.

SCENARIO 14-2 Johnson Farm Products Is Expanding Its Traditional Business