Hausser Food Product 1. Using whatever concepts, frameworks, or ideas you think are applicable, explain why the Florida sales team is withholding information about a new market opportunity from regional and corporate sales management? a. Expectancy theory of motivation Hausser Food. Employees and organization both of them have expectation and needs. Organization have expectation to their employees through target. Employees have expectation to the organization or company through their reward if they can reach or above the target.
In this point of view The employees of Florida team are feel under rewarded which although they have high E to P that have good P to O outcomes (10 % higher or above the target) the company doesn’t give any reward that suit them. But also the company just wanna take their rights to get some bonus or their check away but Jay makes sure that they can get their bonus, year in and year out. We can see from the research when talk to Alby. So the company doesn’t appreciate or support the employees performance so why they must support information to the company?
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They prefer to withholding information and do just 10 percent above the target although they can get better performance or outcome. b. From the Hausser Food Product case we found that the company have a very bad deal in Goal Setting and Feedback. The company always set for higher goal whenever the team exceeds the target. We can see from the research when talk to Neil about the company of Hausser Food Product. He says that “The company is out to screw the salespeople. Up in Atlanta and New York, all they are concerned about is the numbers, meeting the plan no matter what.
The Worst thing is if you work hard, meet the plan, and then keep going so you can earn some decent money. Then they go and change the plan next year. They increase the sales quota so that you have to work harder just to earn the same money! It just doesn’t pay to bust your ass” from this conversation we know that the company well award the sales person with decent money only one times but after that the company have worst feed back they increase the sales quota for the team and make the sales person work harder just to earn the same money.
With this bad experience about the company why should the sales person do the best for the company? c. Theory of equity From this theory we will see that Outcome / Input Ratio is under rewarded. From Conversation between Researcher and Alby Siegel. We know that Alby get some idea that can input couple of hundred thousand dollar profit across the country, but the company only Outcome or will give Alby for $500. and he feels that the amount of money is an insult. Equity evaluation what company get and what the employee get is really not balanced which the employee feels under rewarded. . Four Drive Theory We can see and understand why Sales team of Florida Withholding the information about a new market to company from Four Drive Theory I. Drive to Acquire : Sales Team Florida needs Freedom, more money and reward from company II. Drive to Bond : Sales Team Florida feel comfort each other and with Jay Boyar as their team leader. III. Drive to Learn : Sales Team Florida want to learn more about the opportunity from the new market IV. Drive to Defend : Sales Team Florida needs to defends or maintain their achievement 10 percent above target
The sales team of Florida can’t accept the Social norms from the company that want to take away their bonus. So they have a bad values about the company. And they have many bad past experience about if they achieve the target and then the company will raise their sales quota just to earn the same money. They feel very depression about the company and don’t have any motivation to do the best for company but only want to defend their self in the company. So because of this the result of the effort they choose is to Withholding the information they have about the new market.
So they can always achieve the target, can earn much more money cause they’re the only team that know this information, they can also work in Florida with Jay, and they can learn more about their new market to achieve their target well but not the best. So they choose to decrease the input they have to company. 2. Assume You are Brenda Cooper, and you have access to the data in the case. What actions would you take to prevent this situation from occurring elsewhere. If I am a Brenda Cooper.
I will solve this problem from identify what is cause or the problem why the Team Florida Sales don’t want to share their information to me. After studying and research from the data I will find that the source of problem is a. No reward action from Expectancy Theory So change the reward and treatment Although they have high E to P that have good P to O outcomes (10 % higher than above the target) there are no reward to them. The solution for this problem is Brenda Cooper as leaders should support and give them reward just like what Jay did. So they feel Brenda as their real leader that care to them.
And become someone who the Team can trust. The Brenda must fight and give recommendation reward to them and got the trust from the Team Florida Team Sales to get the information about a new market opportunity. So they feel their effort are being rewarded with good welcome with equal reward off course. b. Bad Goal Setting and Feedback change the way determine goal setting and Feed Back The solution for this problem is the goal of company that increase the sales quota should be overall not one by one or not the overall team sales but the same target from all district and regional.
So the competition and the target sales for sales who have good perform can be compared overall and still get very good performance if all Sales get higher quota not only the good or the bad performance one. So they feel not being cheated just like they said ” If we work for our best. Then the next year sales quota will be increased and We only work harder just to earn the same money. ” But all people have the same condition and target. Not only the good sales get increased quota so they feel this’s fair condition. People with good performance compared to overall will always get reward from the company. . Under reward in theory of equity Increase the Outcome to the employee that give input to the company The solution for this problem is the company should increase the Reward for the employees who have input important information to the company not only just $500 that’s not fair which company can get couple hundreds thousand dollar. Set fair reward for the employee who have a good input to the company. May be more than $10. 000. So they feel it’s fair to give the information to the company. d. After three reason of bad expectancy theory, Bad Goal Setting and Under reward inequity.
There are still reason they keep the information with Four Drive Theory that can be solved from the Theory of Learned Needs if Brenda Cooper can give the three Needs from theory of Learned Needs may be they want to share their information to the company. I. Need for Achievement : Most of team Florida have strong need for achievement with reasonable reward. They want to get some reward not only by money but also the other reward may be they get appreciation or respect from the company may be they can get top sales team reward or something.
So they may feel they’re valuable for the company. And become model of good performance sales. II. Need for Affiliation : Team of Florida have strong need for Affiliation we can see that David have the freedom of time and when Neil Sick the others members covered him and still achieving the 10 % above the target sales. And them sometime they enjoy going together as a team going to hotel, drinking and doing many things they want to. Just like a part of family. III.
Need for Power : Team of Florida have strong need for Power that they have freedom in time and the way they work as long as they achieved the target. They don’t want to make paper work. All they want is only work like their own way. Go outside, talking, and making a sale. If Brenda Cooper can solve all of this problems. Next step is Brenda Cooper only need the leadership to influence the employees getting their support and motivate them to become one part of team that can go a long together with mutual relationship as a part member of Hausser Food and as a part of friends or family.