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BIG 5 Personality Traits

This case offers much for analysis in the area of personality. Apply what you learned in Chapter 4 in
Navahandi to assess Jess’ personality with regard to the
a. BIG 5 Personality Traits
b. Locus of control
c. Emotional Intelligence
d. Explain the concepts and apply them to Jess.
Review the two articles you read for class in week three (Kotter article & Katzenbach, Steffen, Kronley
article).
a. Briefly describe what the author(s) were trying to get across in their articles (do not critique their content,
describe it).
b. What in each of those two articles can be applied to the situation Jess faces as she tries to lead change
‘from the middle’ at Kaulauf GmbH?
c. Use examples from each to support your inclusion.
Look at the Fiedler’s Contingency Theory in Chapter three in Navahandi. Explain the theory and apply it to
the case. What would Fiedler say about Jess Westerly’s chance for success?
Reflection and application. Cite specific theories/concepts in support.
a. Why did her first attempt to change sales call patterns fail?
b. Does her proposal to change call patterns make sense? (why/why not?)
c. What actions should she take to ensure her next attempt to change call patterns will succeed?

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