how to diagnose the possible reasons why salesperson may be engaging in this lateness behavior using MARS model....
Best Answer - Chosen by Anna
Motivation, Ability, Role perception and Situational factors.
I've done a lot of psychology stuff, but never much industrial psychology, so please forgive me if I am using the wrong terms!
Motivation- what is the driving force behind the targeted behavior? There is little reinforcing them to engage in behavior that management wants. The basics of behaviorism suggest that the time clock would be a punishment that would cause workers to engage in "avoidance" behavior. So one would most likely want to create a way to positively reinforce the behavior of showing up on time, and going to the office first.
The employer must have a strong relationship with their employees so they understand what is the real motivating force behind their behavior as well. See link below for more info
Ability - Do they have the training necessary for this task? Clearly they do so this portion is not a problem
Role Perception- Their perception may need some redefining. If a person in that position believes it is their role to service clients above all else, they may need to reorganize their understand of the position. If they understand that there role is to document thoroughly all interactions and that must be done by visiting the office first... that may help. This can be improved with a very extensive job description so people know EXACTLY