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New sales process implications in organizational behaviour

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Organizations have distinct structures and cultures that influence their direction and reactions to change. Your director is thinking about proposing a new process for sales that represents a fairly large shift in the way things are currently done. The director would like to meet with you to discuss any possible resistance to the change that may originate from your organization's culture and structure. Prepare a general discussion document you will use to inform your director of the types of resistance to change that can come from different structures and cultures. Select one type of resistance to change that can come from organizational structure or culture and offer some suggestions on how to decrease the resistance.

Discuss the implications of organizational structure and culture.
Identify the organizational behavior concepts and theories present in real business situations.

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Solution Summary

The solution discusses the potential implications on the organizational structure and culture of a change in the process for sales in a hypothetical company. This is all taken in the context of organizational behaviour concepts.

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