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Purpose – The purpose of this article is to raise issues about how managers think strategically. Specifically, it concerns issues about the appeal of relatively simple, economic concepts at the expense of those that are more complex and involve an understanding of human nature....
Purpose – This article describes the successful application of behavioral differentiation in transforming the culture of a large engineering‐oriented company as it strived to become more customer‐centric. Design/methodology/approach – Customer satisfaction surveys and interviews indicated that...
Purpose – The article seeks to discuss how and why it is possible to motivate a sales force to follow the guidelines of a consistent pricing policy that promotes profitability and increases margin, and which is beneficial to both providers and consumers of products and services....
Purpose – The authors set out to determine which human capital processes and practices were most strongly related to company financial performance. Design/methodology/approach – The authors surveyed more than 3,500 employees and more than 150 HR executives in 26 organizations, all of which had...
Purpose – This article argues that current approaches to leadership development are ineffective and proposes a new model for developing both individuals and future leadership teams concurrently. Design/methodology/approach – The article summarizes the failures of current leadership development...
Purpose – This article summarizes findings relating to the conduct of directors and boards from a continuing investigation into why some companies are so much more effective than others at key activities such as business development, building relationships and creating and exploiting know‐how....
Purpose – The purpose of the paper is to place organizational learning within the context of strategic management and to explain why it is important that senior managers view training and staff development as being continuous. Practising managers will be able to appraise the way in which their...
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