Harjit Dhaliwal is a new sales representative for Kapster Enterprises. He enjoys making sales calls and meeting with clients, but dislikes the weekly paperwork that he has to prepare for head office. He initially feels that weekly activity reports are a bureaucratic waste of time, but he dutifully completes them to avoid any trouble with head office. After several months, Harjit attends his first national sales meeting at which the VP of Marketing stresses the importance of accurate information from the field. Harjit begins to appreciate the importance of the reports and now understands why head office needs them on a timely basis each week. After the meeting, Harjit is asked by his boss to train a new sales rep who has just been hired in a nearby territory. In showing the new worker the ropes, Harjit is heard to say, "These weekly reports are very important. You won't understand now, but you will later." Explain Harjit's metamorphosis in terms of compliance, identification, and internalization.
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