Part A
1. Marketing specialists at Napanee Beer Co. developed a new advertising campaign for summer sales. The ads were particularly aimed at sports events where Napanee Beer sold kegs of beer on tap. The marketing group worked for months with a top advertising firm on the campaign. Their effort was successful in terms of significantly higher demand for Napanee Beer's keg beer at sports stadiums. However, the production department had not been notified of the marketing campaign and was not prepared for the increased demand. The company was forced to buy empty kegs at a premium price. It also had to brew some of the lower priced keg beer in vats that would have been used for higher priced specialty beer. The result was that Napanee Beer …show more content…

Using the MARS model of individual behaviour, diagnose the possible reasons salespeople may be engaging in this “lateness” behaviour. Begin with a brief description of the MARS model. The MARS model of individual behavior is designed to anticipate the causes associated with an employee’s behavior and performance within a work environment and represents different factors that contribute to those expressed behaviors (McShane & Steen, 2012). The MARS model consists of three categories, the first being motivation, which is the amount of drive an individual, has to work hard. The second is ability, which is the learned ability and the natural talents an individual possesses (McShane & Steen, 2012). The third is role perception, which is how accurately an individual understands what their role is within an organization (McShane & Steen, 2012). And finally Situational factors which are the circumstances involving a situation which are out of the employee’s direct control and may interfere with their performance (McShane & Steen, 2012) The salespeople maybe engaging in this "lateness" behavior due to many reasons. One of them could be the lack of motivation which represents the forces within the salespeople that affect their sense of what they're trying to achieve, how much effort they should push themselves and for how long to sustain their