Marcus Ang is a member from the field sales section. His sales performance in the recent months has been below target in contrast to his outstanding sales in the past years. Marcus blames it on the poor economic situation, however the other sales staff seem to able meet their target. How should Madam May May attribute Marcus’s performance?
According to Aswathappa (2010, p.131), Fritz Heider and H.H. Kelly are the proposers of attribution theory. This theory is well known because it suggests to people the way to observe a person behavior and the factors causes to it. It means that when a person done a certain behavior, we try to explain why people behave as what they do. In addition, when individuals observe a person behavior, they will attempt to determine whether it is influenced by internal or external factors. Kelley’s attribution theory state that behavior can be judged based on three types of information which are distinctiveness, consensus and consistency. Distinctiveness is refers to people shows different behaviors in different situations. While consistency is refers to people shows same behavior in different situations. Lastly, consensus is refers to people who response is the same as others to same situation. (Aswathappa, p. 131). In this case, Madam May May observed that her subordinate, Marcus Ang’s sales performance in the recent months has been below target compares to his outstanding sales performance in the past years. Marcus blames it on the poor economic situation but the other sales staffs seem to able meet their target. Therefore, Madam May May as his superior has to attribute his performance. At first, Madam May May has to find out whether Marcus’s behavior is caused by internal or external factors. She first has to consider consensus factors. If the other sales staffs are acting the same way then it is high consensus. Otherwise, it is low consensus if the others are behaving differently. In this case, the other sales staffs...
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