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Review the information on “force field analysis” – in the link provided in the powerpoint in CONTENT. John is a manager of a company that is about to get a new database system for keeping sales data for industrial metals for manufacturing. The current database is well known and user friendly. The database is used to track sales (number and dollars), sales calls, and attempts; results are used to provide bonuses and incentives. This is a competitive system with sales people taking a portion of a bonus based on their effectiveness/efficiency compared to a benchmark and to other sales people. There are 15 employees that will have to learn the new system. Four of these employees are record setting sales people; two of these will be retiring in the next 2 – 3 years. Five of the employees are new to the company and they have used the new system at previous jobs. The remaining six employees have been at the company for about 10 years; all are adequate sales people, but they may have limited job opportunities for work in sales in this industry at other companies. The company is some financial pressures due to being one of few providers of the materials in the industry; the company is number 2 of the top 3 competitors. Sales people travel in different territories in North America and they work remotely, seeing other sales reps only one or two times a year at industry sales conferences. They do meet through skype once each month to discuss issues.
QUESTION - Define and explain 3 defining forces and 3 restraining forces that might be issues for this company in making the change to the new database. Rate the driving forces from 1 (weak) to 5 (strong) and the restraining forces from 1 (weak) to 5 (strong). Based on this, how difficult a change do you think this will be for the company?
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