Page 113 - Making Instruction Work
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chap 9 3/4/97 3:35 PM Page 99
target population description 99
the group as well. Though the older ones are apprehensive
about learning to use computers, everyone hates the
paperwork associated with writing orders.
• Most of the recent college graduates have had extensive
computer experience and play with computers as a hobby.
In particular, they spend time “surfing the net.”
Sources of Reinforcement
• Many of the older “career” reps just do their jobs to
collect a paycheck and receive little self-fulfillment from
the job. They know they will never be promoted and no
longer want to be.
• They are very protective of their territory—nobody’s
going to tell them what to do.
• The younger “flow-through” reps are enthusiastic about
doing a good job and are pleased with themselves when
they know they have done so. They will be promoted, and
they know it.
• They are looking forward to the computer automation
program. They are not wedded to the existing method
and are eager to rid themselves of paperwork.
Example #2:
TPop: Field Service Reps
Course: Appliance Repair
• About 95 percent are male, and all are married.
• They range in age from 25 to 60.
• They are all strong enough to do the lifting and bending
