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

question 74

Multiple Choice

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 threatened to eliminate positions and even to close down the company if your sales personnel don't change their attitudes. The method for overcoming resistance that you have chosen is ________.

• A) education and communication
• B) participation
• C) negotiation
• D) coercion
• E) cooptation

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Definitions:

General Conclusions

Refers to the overall judgments, findings, or statements that can be drawn after reviewing and analyzing all components of a study, experiment, or analysis.

Learning Mechanism

involves the processes through which individuals acquire new information or skills, including habits, conditioning, and cognitive learning strategies.

Unconditioned Responses

Natural, automatic reactions to stimuli that occur without any prior learning or conditioning.

Deprivation

The state of being deprived of something necessary for one's well-being, such as food, shelter, or social contact.