Principles Of Marketing
Principles Of Marketing
17th Edition
ISBN: 9780134492513
Author: Kotler, Philip, Armstrong, Gary (gary M.)
Publisher: Pearson Higher Education,
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Consider a situation where an urgent IT project is nearing completion, and it is becoming clear to the Project Manager that many of the users of the new system are not pleased about the changes this will cause. Many attempts have been made to explain why the changes are necessary, but the users remain unconvinced – they feel the training has been inadequate, the new system is confusing, and their job descriptions appear to be significantly different as a result. The Project Manager has reported to the Project Steering Committee that resistance seems likely, and this will further delay full implementation at a time of urgency. It is decided that those users who engage with the new system and get through the urgent work will be offered a one-off bonus in their pay once the urgency has passed. Which one of the following best describes this change strategy? 

        
Normative-re-education approach

        
Rational-empirical approach

        
Environmental-adaptive approach

        
Power-coercive approach

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