3. What steps would you take to improve the attitude and productivity of long-time employees who resist change? To encourage students to apply different motivational theories to a workplace problem involving poor productivity.

Situation Consider a small company that makes its employees feel as if they are members of a large family. Unfortunately, this company is going broke because too few members are working hard enough to make money for it. They are happy, comfortable, complacent-and lazy. With sales dropping, the company brings in management consultants to analyze the situation and make recommendations.

The outsiders quickly identify a motivational problem affecting the sales force: sales reps are paid a handsome salary and receive automatic yearend bonuses regardless of performance. They are also treated to bagels every Friday and regular group birthday lunches that cost as much as $200 each. Employees feel satisfied, but have little incentive to work very hard.

Eager to return to profitability, the company's owners wait to hear your recommendations