Johnson Controls Reached Beyond Selling Climate-Control Equipment and Components by Selling

question 52

Multiple Choice

Johnson Controls reached beyond selling climate-control equipment and components by selling the service of managing facilities in a way that optimizes energy use in heating and cooling. This is an example of providing ________.

• A) facilitating services
• B) a primary service package
• C) value-augmenting services
• D) service contracts
• E) service warranties

---

Definitions:

Transformational

Transformational describes something capable of inducing significant change or development in a system, process, or individual's way of thinking.

Transactional Leadership

A leadership style focused on the exchanges between leaders and followers, where performance is rewarded and non-performance might be punished.

Contingent Reward Behaviours

Actions taken by leaders to reward employees only when specific performance criteria are met.

Agentic Traits

Characteristics associated with an individual's ability to act as an agent for themselves, exerting influence and control over their environment.