NAME ID#
MGMT 524, FALL 2020
FINAL EXAM
I work at Ashley furniture as a store manager and this class has helped me understand myself and
employees better. There are few concepts that opened my mind regarding my style of leadership.
Understanding the difference between A players and B players, psychological hardiness, and
expectance theory helped me increase productivity and motivation on my sales floor. I realized B
players offer untapped potentials and by understanding the B players on my sales team, I was
able to motivate them to improve their performance to better the outcome. I realized with
expectance theory that effort alone will not lead to outcome. I stopped looking at the B players at
“bottom writers” and by setting goals for them was available to slowly see slight improvement in
their performance. I spent more time with my B players instead of A players and by emphasizing
their strengths and improving on their weaknesses, I noticed their sales numbers have increased.
Another concept that I talk about in my sales meetings is psychological hardiness. I explained
how with resiliency, we can tackle threat sand challenges, and change disastrous events into
positive outcome. Instead of blaming lack of productivity it on extrinsic elements such as
“customers not buying”, I try to help them look at the situation differently and try different
approaches and sales tactic. With the motto “continuous improvement” I try to establish high
commitment level within my team because I realize that after a while the performance drop
