LEADERSHIP AND ORGANIIZATIONAL BEHAVIOR (520) Case Study

LEADERSHIP AND ORGANIIZATIONAL BEHAVIOR (520) - Case Study Example171). In order to encourage total dealinghip with the customers, it is imperative that the employees know how the customers form perceptions, what factors play a role in touching their perceptions about the salespersons or the companys products for the better and worse, and what behaviors in the salespersons argon appreciated by the customers. Since statistics ar avail qualified that reflect that the employees who have had good terms with the customers have outperformed their coworkers in terms of sales, understanding the abut of formation of perceptions and development of attributed by the customers becomes very important for Joes employees. Suitability of Leaning Theories Several tuition theories are suitable for Joe to apply in this situation that include but are not express to operant conditioning instruction theory and genial learning theory. While there are accepted theories that apply more in the case under consideration as compared to separates, none can be completely refuted as most learning theories apply at least to some extent. ... Employees come in the company and try their fortune by executing their individualistic behaviors for some, it works whereas for others, it does not. Employees are only able to find out the impact of their behaviors on their ability to fool sales after they have kill their behaviors as part of the companys workforce. Likewise, since the employees are provided with the opportunity to earn certain commission on the list price, they are motivated to make more sales to make more commission which makes it demonstrable that the reward is tied to the performance, thus justifying the suitability of the operant conditioning theory for Joe in this case. On the other hand, the social learning theory is also suitable for application in this case because many behaviors are learnt by the employees in the workplace. For example, employees can witness that the ir coworkers who have fostered good relations with the customers are able to make more sales as compared to other employees who do not manage to develop as good relations with the customers. Having preserved this, employees feel intrinsically motivated to take steps to develop good relations and association with the customers. However, certain end up achieving this successfully whereas others fail to develop good relations with the customers, and the social learning theory provides rationale for this difference. According to social learning theory, while people may observe what behaviors lead to success in a particular setting, it is not imperative that this learning brings a lurch in their behavior. Although the employees know the importance of fostering good relationships with the employees, yet they fail to enhance their sales because this learning did not cause them to