Download or read book To Empower Or Not to Empower Your Sales Force An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance written by Michael Ahearne and published by . This book was released on 2010 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This research focuses on the impact of leadership empowerment behavior (LEB) on customer service satisfaction and sales performance, as mediated by salespeople's self-efficacy and adapt ability. Moreover, the authors propose an interactive relationship whereby LEB will be differentially effective as a function of employees' empowerment readiness. The authors' hypotheses are tested using survey data from a sample of 231 salespeople in the pharmaceutical field, along with external ratings of satisfaction from 864 customers and archival sales performance information. Results indicated that contrary to popular belief, employees with low levels of product/industry knowledge and low experience benefit the most from leadership behaviors that are empowering, whereas high-knowledge and experienced employees reap no clear benefit. The authors conclude with directions for future research and application.
Download or read book Sales Force Management written by Joseph F. Hair, Jr. and published by John Wiley & Sons. This book was released on 2020-09-16 with total page 544 pages. Available in PDF, EPUB and Kindle. Book excerpt: The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Download or read book Proactivity at Work written by Sharon K. Parker and published by Routledge. This book was released on 2016-12-01 with total page 1081 pages. Available in PDF, EPUB and Kindle. Book excerpt: As organizations grow increasingly complex and unpredictable, the topic of proactivity at work has become of great importance for contemporary workplaces. Proactivity drives performance and innovation of teams and organizations and boosts individuals’ well-being and careers. When individuals are proactive, they use their initiative at work to bring about a better future. They scan for opportunities, persist until change is achieved, and take charge to prevent problems’ future reoccurrence. In this book, leading scholars on proactivity from across North America, Europe, Asia, and Australia explore how, why, and when individuals are motivated to initiate change within their organizations or themselves and examine the consequences of various forms of proactivity at work. Individual chapters explore specific concepts of proactivity, such as proactive voice, job crafting, and career proactivity, as well as highlight individual processes and organizational dynamics that underlie successful proactivity at work. By providing insights on key advances and future directions for proactivity theory, research, and practice, Proactivity at Work synthesizes what we already know and identifies what we still need to learn about making things happen at work. This book is relevant to all those involved or interested in Work Psychology and Business, including Human Resource Management scholars.
Download or read book Making Innovation Last Volume 2 written by Hubert GATIGNON and published by Springer. This book was released on 2015-11-02 with total page 477 pages. Available in PDF, EPUB and Kindle. Book excerpt: Making Innovation Last considers the long term success of a firm. Authored by a trio of top international scholars who present pioneering new work on what it takes to create long term growth, the book examines the internal conditions that are likely to encourage sustainable innovation, as well as what a culture of innovation should look like.
Download or read book Human Resource Development in South Korea written by Doo Hun Lim and published by Springer Nature. This book was released on 2020-10-28 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner of the 2020 R. Wayne Pace HRD Book of the Year Award, this edited book covers major trends, notable distinctions, and the challenges and needs for preparing future HRD activities in South Korea. It consists of three major sections: national and social issues of HRD, sector perspectives on HRD, and contemporary issues and trends. To cover contemporary trends and future issues, authors examine topics in diverse areas, such as the application of data analytics for HRD, action learning trends, and psychological and work climate issues affecting performance. Through theory and cases, this book will show how HRD can be successful at the organizational, industrial, and societal levels as well as the future needs required to further advance HRD in the nation.
Download or read book Firm Competitive Advantage Through Relationship Management written by Bartosz Deszczyński and published by Springer Nature. This book was released on 2021-03-25 with total page 294 pages. Available in PDF, EPUB and Kindle. Book excerpt: Relationship management (RM) is an essential part of business, but its success as a business model can be hard to measure, with some firms embracing a model that is truly relationship-orientated, while others claim to be relationship-orientated but in fact prefer transactional short-term gain. This open access book aims to develop a mid-range theory of relationship management, examining truly relationship-orientated firms to discover not only what qualities these firms have that make them successful at the RM model, but also what benefits this model has for the firm. It addresses questions like how RM-mature companies achieve and sustain competitive advantage, and what determines the scale and scope of these firms, illustrating with case studies. This book will be of interest to scholars studying leadership and strategy, especially those interested in relationship management, business ethics and corporate social responsibility. It will also be of interest to professionals looking to develop their understanding of relationship management.
Download or read book Understanding Employee Engagement written by Zinta S. Byrne and published by Taylor & Francis. This book was released on 2022-02-25 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understanding Employee Engagement is a comprehensive source for the science and practice of employee engagement. This book provides a rigorous and objective review of scholarship and empirical research on engagement from around the world. Grounded in theory and empirical research, this book debates the definitions of engagement, provides a thorough evaluation of empirical findings in the engagement field including a focus on international findings, and offers practice implications for organizations. The book is broad, with references and research across disciplines and countries, as well as new sections addressing current challenges, such as virtual engagement, engaging the aging workforce, and perspectives on diversity and inclusion. Employers can learn how to foster an engaged organization; practitioners can learn how to measure, identify, and implement evidence-based solutions to disengagement; and researchers can master the existing engagement literature and begin to study the many propositions and new models the author proposes throughout the book. This book is an essential read for scholars, researchers, practitioners, and business leaders alike for understanding how to measure, identify, and implement evidence-based solutions to foster employee engagement.
Download or read book Adaptability in Adolescents written by Harry Nejad and published by Taylor & Francis. This book was released on 2023-09-29 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book discusses a newly developed concept of adaptability capacity and development as an extension of Charles Darwin’s work on adaptability. It looks at how the human mind uses adaptability resources to deal with life-changing, challenging, and varying circumstances and conditions. The volume presents an integrative process model that assesses the roles of socio-demographic and ability covariates, personality, and other dispositional presage factors in predicting psychological well-being outcomes, such as life satisfaction, happiness, and self-esteem. While exploring the concept of adaptability capacity, the volume focuses on making children and adolescents mentally, emotionally, and behaviorally adaptable. It discusses general and domain-specific constructs relevant to phenomena such as self-regulation, resilience, buoyancy, and coping mechanisms. The book focuses on the development and utilization of treatments to assist individuals in becoming positively adaptable and achieve a higher degree of positive well-being and self-actualization. An important contribution, this book will be of interest to students, researchers and teachers of psychology, educational psychology, and social work. It will also be helpful for academicians, mental health professionals, social workers, psychiatrists, counsellors, and those working in related areas.
Download or read book Fundamentals in Human Resource written by Pearson Mwale, Betty Chepngetich Bii, Doctor Prof. Ts. Tsetsegmaa, Lucy Jumah and published by Cari Journals USA LLC. This book was released on with total page 115 pages. Available in PDF, EPUB and Kindle. Book excerpt: TOPICS IN THE BOOK • The Impact of Basic Needs Satisfaction on Work Engagement and Turnover Intentions • Effects of Performance Based Compensation on the Performance of Health Care Workers in Public Hospitals in North Rift Counties in Kenya • The Rights of Persons with Disabilities to Work: Challenges and Solutions • Relationship between Behavioural Empowerment and Employee Commitment in Selected Star Rated Hotels in Kisumu City, Kenya
Download or read book Making Sense of Organizational Learning written by Cyril Kirwan and published by Routledge. This book was released on 2016-05-13 with total page 163 pages. Available in PDF, EPUB and Kindle. Book excerpt: The ability of a business to engage in real organizational learning and to do so faster and in a more sustainable way than its competitors is being increasingly seen as an essential component of success. In Making Sense of Organizational Learning, Cyril Kirwan examines the wide range of factors necessary to create and sustain organizational learning and knowledge at all levels. At the individual level, the generation of continuous learning opportunities and reflection on experiences are critically important. At the team level, it’s about encouraging collaboration, team learning and the sharing of knowledge. At the organizational level, the emphasis is on building systems to capture and share knowledge and providing strategic leadership for learning. The book shows you how you can best exploit the knowledge that already exists within your organization while at the same time develop the capability of the people that work there. It deals in turn with individual learning; learning with others; learning in organizations; and in particular the role of the HR function and of line managers. Each chapter provides theoretical background and real-world examples. Diagnostic questionnaires, checklists and other tools are also included. Making Sense of Organizational Learning provides an evidence-based argument for the adoption of effective organizational learning policies and practices, and offers a real opportunity to improve performance. Thinking practitioners working in and around learning and development or organization development will find it invaluable, as will those undertaking post-graduate study in HR and related disciplines.
Download or read book Positive organizational psychology and leadership in organizational behavior and culture written by Gozde Sezen-Gultekin and published by Frontiers Media SA. This book was released on 2023-10-06 with total page 456 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The SAGE Handbook of Leadership written by Doris Schedlitzki and published by SAGE. This book was released on 2023-02-01 with total page 935 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Second Edition of The SAGE Handbook of Leadership provides not only an in-depth overview the current field of leadership studies, but also a map into the future debates, innovations and priorities of where the field will move to. Featuring all new chapters from a global community of leading and emerging scholars, each chapter offers a comprehensive, critical overview of an aspect of leadership, a discussion of key debates and research, and a review of the emerging issues in its area. Featuring an innovative structure divided by prepositions, this brand-new edition moves away from essentializing boundaries, and instead seeks to create synergies between different schools of leadership. A key feature of the second edition, is the attention to sensemaking (exploring the current themes, structures and ideas that comprise each topic) and sensebreaking (disrupting, critiquing and refreshing each topic). Suitable for students and researchers alike, this second edition is a critical site of reference for the study of leadership. PART 1: Between: Leadership as a Social, Socio-cognitive and Practical Phenomenon PART 2: About: Exploring the Individual and Interpersonal Facets of Leadership PART 3: Through: Leadership Seen Through Contemporary Frames PART 4: Within: Leadership as a Contextually Bound Phenomenon PART 5: But: A Critical Examination of Leadership
Download or read book The SAGE Handbook of Industrial Work Organizational Psychology 3v written by Deniz S Ones and published by SAGE. This book was released on 2021-08-04 with total page 3173 pages. Available in PDF, EPUB and Kindle. Book excerpt: The second edition of this best-selling Handbook presents a fully updated and expanded overview of research, providing the latest perspectives on the analysis of theories, techniques, and methods used by industrial, work, and organizational psychologists. Building on the strengths of the first edition, key additions to this edition include in-depth historical chapter overviews of professional contexts across the globe, along with new chapters on strategic human resource management; corporate social responsibility; diversity, stress, emotions and mindfulness in the workplace; environmental sustainability at work; aging workforces, among many others. Providing a truly global approach and authoritative overview, this three-volume Handbook is an indispensable resource and essential reading for professionals, researchers and students in the field. Volume One: Personnel Psychology and Employee Performance Volume Two: Organizational Psychology Volume Three: Managerial Psychology and Organizational Approaches
Download or read book Handbook of Research on Franchising written by Frank Hoy and published by Edward Elgar Publishing. This book was released on 2017-10-27 with total page 639 pages. Available in PDF, EPUB and Kindle. Book excerpt: Franchising is one of the major engines of business expansion and job creation globally. The Handbook of Research on Franchising offers new insights into entrepreneurial behavior, organizational forms, regulation, internationalization, and other contemporary issues relating to this dynamic business strategy. The Handbook challenges both practitioners and scholars to give attention to the conclusions of scholarly research on this business model. Practitioners can benefit from the results of high quality scientific research, and scholars can find exciting opportunities for contributing to the body of knowledge of a subject that has not received sufficient attention in educational institutions.
Download or read book Virtual Management and the New Normal written by Svein Bergum and published by Springer Nature. This book was released on 2023-01-31 with total page 451 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines how Human Resource Management and leadership have been affected by the COVID-19 pandemic, what organizations can learn from this, and how these new experiences could be applied in the “New Normal”. The editors of this book have compiled the new knowledge that exists around remote leadership and organizational practices, relative to pre-COVID-19 studies, and the experiences learned during the pandemic. Key discussion themes focus on the role of distance in leadership, organizations and HR, the sustainability aspects involved, innovations and knowledge development achieved, the role of digitalization and new requirements and possibilities for management post-COVID-19. The editors conclude by investigating the strategic processes and factors influencing the “New Normal”. This book will be of great importance for academics, students and practitioners in the fields of Management, Leadership, Human Resource Management, Sustainability, Change Management and Crisis Management.
Download or read book The Oxford Handbook of Creativity Innovation and Entrepreneurship written by Jing Zhou and published by Oxford University Press. This book was released on 2015-04-15 with total page 561 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research-based investigations of creativity, innovation, and entrepreneurship have the potential to inform each other and enrich our knowledge of each of these areas, particularly with regard to cognitive processes and effective behaviors. Yet, while these research streams have increasingly received a great deal of attention, they have developed largely independently of one another. The Oxford Handbook of Creativity, Innovation, and Entrepreneurship addresses the critical need to integrate these three interrelated literatures. The handbook features contributions from the leading scholars in these research areas. As a group, the chapters examine the intersections of these topics to synthesize contemporary research and provide direction and stimulation for further interdisciplinary investigations of organizational creativity, innovation, and entrepreneurship.
Download or read book The Science of Leadership written by Julian Barling PhD and published by Oxford University Press. This book was released on 2014-01-02 with total page 346 pages. Available in PDF, EPUB and Kindle. Book excerpt: In The Science of Leadership, Julian Barling takes an evidenced-based approach, relying primarily on the knowledge generated from research on organizational leadership conducted around the world and personal reflections based on two decades of involvement in leadership research and leadership development with executives. While leadership has been studied within all the major social sciences, Barling mainly focuses on findings from psychological research. The first part of the book explains the nature of organizational leadership, responds to the question of whether leaders "matter," and explains how leadership works. A longstanding issue is whether leadership can be taught. Barling explores the debate over whether leadership is "born or made" as well as the effectiveness of leadership development interventions in organizations. He gives consideration to what can be learned from leadership in other contexts such as sports, the political arena, and schools, and devotes individual chapters to topics that include gender and leadership, destructive leadership, and followership.
