Joe Salatino: President of Great Northern American, Term Paper Example

The Great Northern American Corporation has objectives for employees to attain the virtue of integrity of one’s self and to take into the account as a consumer, supplier, and stakeholder. The employees come from all across of life and their perceptions on how ones presented its attitudes toward production development, processes, and results. The roles of each character in many ways has perceived by the employees to which the characteristics of business transactions interpreted its existing “consistence” schemas. This is in which the information was transparented from an abstractive situation to a sustainable situation when one experienced the passive-aggressive attitude of other and when one experienced non-opinioned, well mannered of other at the place where both had encountered, for example. Either way, one did not experience the attitude of neither situation(s). It is important for the employees to learn the variety of schemas, and to adapt to accept the variety of schema along, and then become attuned with the sales pitch styles. Evermore phenomenal, Joe Salatino’s self-efficacy theory has placed the company to be the highest telemarketing seller of office supplies (i.e., packaging tape, paper clips, BIC, Papermate pens, pencils) along with other 12,000 heterogeneous products, included with customer logos. Of which the goods of product sold netted its worth of $60 million dollars a year ( article, n.d.). Does the business sales-pitch theory differ from other theories? The way the theories applied to the consumers’ inceptions in making a purchase repetitively and consumers’ loyalty are interchangeably integrated. To take apart, the understanding of operant conditioning in a theoretical aspect of schema that innated the final product to have a special unity or integrity of design in a separate strategy that shifted the shape of a continuous processes. In the sense of consumers’ operant behaviors, the author B.F. Skinner (1953) elaborated the repertoire characteristics of the normal adult in the nature of responding probability, “We find it convenient to distinguish between various operants which differ from each other in topography and produce different consequences. This is beyond the understanding the complexity of probability by chance and timing approximations, and continuous processes. For example, in the article (n.d.), described the employee’s task as a telemarketer. A salesperson made 20 to 25 calls per hour  (timing approximations), and that when a customer placed an order the employee thus made a sale under 5 minutes (probability by chance), and earned 5% to 12% of commission on the merchandise price (continuous processes). This course of action, was unnecessary in that order, but flexibility to change the pitch at the same time to make as many sales by due chance. To put into retrospective to the self-efficacy theory, how an employee perceived himself or herself as a motivator who determines to believe about the capabilities that produces the level of performance and exercise the influence over consumers’ inceptions that affects his and or her life? Whilst, the broader definition of the four types of perceptional effects in which these are: the primacy effects, contrast effects, halo effects, and similar-to-me effects. It is not as simple as biasing the view of consumers’ way of thinking, feeling, and interesting in buying a product. That is, the primacy effect, for example, beguns with the interviewers who decided that in the first few minutes of an interview whether or not a consumer is willing to buy a product; Contrast effect, for example, beguns when a salesperson’s perception of an average goods is likely to be lower if the heterogeneous goods is in a group with a very high demand rather than in a group with least demand; Halo effect, for example, beguns when a salesperson who has made a good overall impression on a supervisor is rated as performing high-quality work and always meeting deadlines regardless of work that is full of mistakes and late; And, salesperson rate consumers who are similar to them more positively than they deserve. In such stances, of these perceptional effects in which underlies the tendency of knowing and or not knowing the sales pitch strategies in the marketing practice. Some salespeople tend to be overly harsh in their perceptions, some overly lenient and while others view themselves as being about average. Even though, at times, when a supervisor perceives an employee more positively than does he or she deserves because the supervisor knows the employee had a high score on the sale-marketing front. Nevertheless, the self-efficacy theory is a learned skill. Whereas, the social learning theory is an observer skill to which the dispositions contributed from biological, environmental, and economical factors. Social learning emphasized the perception of others within social context like the workplace setting; And, one on the telephone to the other end of the telephone; And or, an interaction at a community event— Which posits ones’ hinder sight biases that emanated the ideological notion of social interactions— For example, an employee was marketing the consumer-goods presented a six-month results of sales of goods sold based on the current consumer product preferences in a meeting with a senior vice president, but the six-month data concluded that the products of goods sold was not remarkable. The senior vice president, viewed the data differently, as he may replied to something like, “I don’t know why we spent so much time and money collecting these data. I could have told you what the results were going to be.” In this example scenario, compared to the Great Northern American company example of how the employees read the data, as stated in the article, an initiative sale-pitch period when a special deal signal is on, consumers may order the product (promotional pens) through the telephone for an hour, then the next hour the signal has to be turned off as to indicate that the product is not at a retail price and that the off signal has to promote the discount price of pens to 39 cents. Hence, the view of how the system disproportioned into sale pitch segments into a systematic data. In other words, the money spent on sale signals is stabilized and consistence and that the salesperson made a lot of sales in that hour and so on… This is in which the system has helped all salespeople and the administrators to be on the same page on consumers’ product preferences and organizational financial health and employees’ initiatives. To the greater extent, to the self-efficacy theory, the “curse of knowledge,” which argues that when assessing others’ knowledge, people are unable to ignore knowledge that they have that other do not have (Camerer, Loewensten, & Weber, 1989). In other words, ones’ judging the marketing sensation processes and the logic of the decisions, not judging based on the results. Interestingly, Hoch (1988) found that marketing experts are generally worse at predicting the beliefs, values, and tastes of consumers. Thus, the sales norms indicating that the salesperson does not know how to apply the event’s likelihood in the marketing practice. This implication pushed the ideological input to perceive the social’s demands and preferences as the priority objective. Though, Bazerman & Moore ( 2009) observed that, in general, that the tendency of employees is that they remain being profoundly ignorant of the internal workings of their minds and of the processes, such as recall from recent memory and confirmed hypothesis testing, that can have such important and negative advertises. In reality, most of employees are not aware of their existence and their pervasive impacted upon their decision making and failed to distinguish between transactions in which they are potentially harmful to the quality of decisions. Supposedly, a rational decision was immuned to the framing of choice, because with the reversal of preference framework, it can lead to understand the errors and inconsistencies in human judgment. The reversal of perceptions consists of questions to ask themselves as salespeople, such as, how the perception of “pseudocertainty” can affect judgment? How the framing causes the consumers to purchase more products than they need? How a salesperson evaluates the quality of transaction? In turn, the article of Great Northern American, Inc., has established loyal customers by their own top-selling salespeople to subscribe to their customers’ hometown newspaper, for instance, and that they can conferred with their customers on about local issues, such as, who won the junior baseball game. In fact, one of the top selling salesperson, Peggy Gordon, had earned approximately $70,000 dollars including bonus pay for selling the educational supplies for the police and sheriff department to take on visits to schools. As there are many examples indicated the variety of situations and events made in the business transactions and the employees’ hindersight on how consumers behaved to the salespeople on about the products. In conclusion, self-efficacy theory is an individualistic reinforcement to understand one’s heuristic knowledge to ease the recall of business transaction events and to retrieve the assessment of the numerous of transaction occurred repeatedly and efficiently decision making. As stated in the article, Joe thought it was necessary for employees to have the commissions and bonuses initiatives in order for the employees who recognized their own strengths and limitations without teaching them how to recognize what their motivational abilities are, in particular, with the listening ability skills and excellent communication skills and are respectful to the customers’ needs and point-of-view with an upbeat attitude are the keys to a successful business transaction.

References

Bazerman, M. H. & Moore, D. (2009) Judgment in Managerial Decision Making, 7^th ed. Hoboken, NJ; John Wiley & Sons, Inc.; (Camerer, Loewensten, & Weber, 1989); (Hoch, 1988).

George, J. M & Jones, G.R. (2005) Understanding and managing organizational behavior, 4^th ed. Upper Saddle River, NJ; Pearson Education, Inc.

Skinner, B.F. (1953) Science and Human Behavior. New York, NY; The Free Press, Inc.