Title: 'Miles and TechCo': teaching management students about motivation-related topics through a case study

Authors: Brandon Tomlin; William H. Ross

Addresses: University of Wisconsin – La Crosse, La Crosse, WI, USA ' Department of Management, University of Wisconsin at La Crosse, Wittich Hall, Room 2212, 1725 State Street, La Crosse, WI 54601, USA

Abstract: This case study recounts the seasonal employment of a young worker named Miles at a technology retail store. Various managers attempt to persuade him to 'upsell' (sell additional services); however, he is resistant because he feels most customers do not want or need such services; he is also reluctant to use 'unethical' sales tactics. The case affords an opportunity to apply concepts from various organisational behaviour (OB) topics, including personal ethics and various motivation theories (e.g., social learning theory, self-determination, and self-concordance theory). Organisational politics, stress, and leader-member exchange (LMX) theory of leadership are also considered.

Keywords: self-determination theory of motivation; self-concordance theory; social learning theory; ethics; organisational politics; stress; organisational justice; LMX leadership theory.

DOI: 10.1504/IJTCS.2025.145362

International Journal of Teaching and Case Studies, 2025 Vol.15 No.2, pp.166 - 183

Received: 08 Jul 2024
Accepted: 07 Aug 2024
Published online: 31 Mar 2025 *

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