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Organizational Behavior and Armored Coat Armor Coat's Goal and Individual Demotivating Factors Key Goal: Armor Coat's objective is to implement a Web-based solution
Submitted by SLMSMU01 on July 1, 2008
Category: Psychology
Words: 1735 | Pages: 7
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Armor Coat’s Goal and Individual Demotivating Factors
Key Goal:
Armor Coat’s objective is to implement a Web-based solution to survive and remain competitive in the insurance market. In order to be successful, the company must draw on both Ed’s strengths in customer relationships and Roger’s knowledge of cutting edge technology.
Demotivating Factors:
Roger – He perceives the older generation like Ed to be insecure, arrogant, and resistant to change.
Ed – He perceives a lack of respect from over-paid, younger whiz kids who don’t “speak the same language” or respect their industry experience.
CJ – He understands that a generational gap is dividing the company, making it difficult for Armor Coat to meet customer and investor expectations and adapt and embrace a Web-based model. CJ, the CEO, realizes that Armor Coat must move into the Web era, but is having a difficult time avoiding a generational gap between the young tech employees and older salespeople.
Motivational Issues Undermining CJ’s Efforts to Introduce “E-Way” of Selling
Expectancy Model - Valence, Instrumentality, and Expectancy
One of the motivational factors undermining CJ’s efforts to introduce the new Web-based model is Roger’s positive (high) valance and Ed’s negative (low) valance. Roger’s positive valence is due to his anticipated satisfaction from Armor Coat providing insurance products online. If he succeeds, his sense of entrepreneurial flair, entitlement, and brash style would all be confirmed. Ed’s negative valence is due to the dissatisfaction in offering online insurance products. He feels that if the company embraces an online strategy, the value-add of the sales force is diminished, leading to further sales force reductions and eventually to the elimination of his position altogether.
The second motivational factor undermining CJ’s efforts is...
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