Bus210 Motivational Case Study

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Mary Lanier-Evans

Motivational Case Studies

I believe in the “Two Men and a Truck” case study, the motivational theory that Mrs. Sheets’ uses is the goal setting theory. Her initial goal was to help support her sons’ part-time jobs. She created a marketing campaign, although she may not have seen it as such, by designing the stick figure drawing that is still being used today in the company. As a single mother, she did not want to turn away the phone calls that continued to be received, even after her sons went away to college and therefore, she purchased an inexpensive truck and hired two workers to maintain the business operations. Mrs. Sheets expanded the company and set out a goal of being the most customer-friendly moving company. To assist with this goal, she arranged trainings for her employees, and franchisee employees, where they learn basic customer service tools and how to be a high-functioning team member. These tools include how to properly answer the phone and to always shake the customer’s hand when the work is completed. She also asks employees to complete a survey card so the organization can use the feedback as coaching opportunities. All of these tools helped Mrs. Sheets’ company become one of the most successful moving companies in the area.

In the Siemens case study, the motivational theory that is described is Management by objectives. Mr. Kleinfield took over a Siemens unit in 1998 and immediately requested a change in work shifts, including working weekends. The employees were shocked by what was being requested but also recognized that due to a competitor, their jobs were in jeopardy from a lack of production. Mr. Kleinfield expressed an interest in the work being performed by being in the factory and asking questions related to the operations. This interest helped win over the employees and with the new schedules, production times were cut from six weeks to one. Although the employees did not know what was going...
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