Tugas 5 Organizational Behavior

1. Baca Chapter 6 Perception and Decision Making. Jelaskan bias dan eror yang sering
terjadi dalam pengambilan keputusan!
2. Baca dan analisislah kasusJ&J Automotive Sales. Buat laporan dengan:
a. Membuat ringkasan kasus
b. Menjawab pertanyaan kasus
c. Format laporan: times new roman 12 spasi 1,5. Beri cover standar yang
meliputi judul kasus yang dianalisis dan nama anggota kelompok
 J&J Automotive Sales

Joe Baum loves what he does. He just isn’t crazy about how others see him. Joe is the
owner of J&J Automotive Sales, a used car dealership in southwest St. Loise with about
30 cars on his lot at any time.

“Used car dealers deal with a pretty bad reputation,” says Joe. Just why, he isn’t sure. He
didn’t realize there was such a stigma attached to used-car dealers untill he opened his
dealership in 1997. “At Chrismas, when family members would ask what I was doing, I’d
tell them, and they’d ask me why I’d want to do that.”

Regardless of the public’s impression of used cars dealers, Joe loves his business. He
enjoys being his own boss. He likes being a sole salesman on his lot. He relishes the
diversity of his work ̵he does everything from buying the vehicles, to fixing them up to
sell, to helping buyers arrange financing. And, very importantly, Joe likes the
opportunity to work with customers. “There are a thousand guys out there selling cars
who are better at selling than I am,” Joe says, “I’m more interested in having a
relationship.”

One of Joe’s strengths is that he loves cars. It’s in his blood ̵his father worked for new car
dealer and frequently traded the family’s cars. Joe believes his intimate knowledge of
cars makes it easier for him to sell them. “I can tell you wheather the car has 75 percent
of its brake pad left or if the brake pads are new, because I did it.”

To build meaningful relationship with customer, Joe has to overcome the stereotype of a
used-car salesman. He think this might be coming from the hard-sell techniques used by
some in his business. “I don’t think it would take a customer long to get jaded if they’re
out shopping for a car. This is a hard thing to overcome.”

It’s frustating to Joe when potential customers see him as just another shady salesman.
Because he works hard to build a customer’s trust, it hurts himwhen he realizes that
he’s failed. “If they (customer) question my integrity, that is the hardest thing.”

Questions

1. Explain how you thing the stereotype of used-car dealers developed!

2. What, if anything, can Joe do to counter this stereotype?
3. In what ways might this stereotye be beneficial to Joe? To potential customers?
4. AutoNAtion is #93 on the 2003 Fortune 500. It has created a huge business by
exploiting the public’s perception of used-car dealers. Wgat do you think they
have done to change the stereotype?