You've gotta accentuate the positive!

Abstract

A sales manager complains that his salesmen fail to submit regularly weekly reports detailing the number of calls made, time spent, enquiries received, and so on. This information is important as, when analysed, it is used to determine the market strategy. The sales manager reacts to this by sending out a blistering memo, and for a week or two an improvement ensues. Then things drift back to their old norm.

Citation

Jones, L. (1983), "You've gotta accentuate the positive!", Education + Training, Vol. 25 No. 5, pp. 131-132. https://doi.org/10.1108/eb016962