Volume 30 Number 2 Spring 2005
Leadership Edition
Contents
A New Paradigm: Entrepreneurial Leadership
Lloyd W. Fernald, Jr., George T. Solomon, and Ayman Tarabishy . . . . . . . . . . . . 1
The Emerging Role of the “Sales Technologist”
David J. Good and Roberta J. Schultz . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
Leadership and Upward Influence: A Survey of Business School Deans
J. Michael McDonald and Carl W. Gooding . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21
A Preliminary Model of Abusive Behavior in Organizations
Matthew Valle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
Southern Business Review
Spring 2005 Volume 30 Number 2
RONALD E. SHIFFLER, DEAN
College of Business Administration, Georgia Southern University
WILLIAM W. MCCARTNEY AND DARRELL F. PARKER, CO-EDITORS
JAMES E. DAVIS, JR., MANAGING EDITOR
Editorial Review Board
Robert J. Angell
NC A&T State University
Edwin W. Arnold
Auburn University-Montgomery
H. Kent Baker
The American University
S. J. Chang
Illinois State University
Richard M. Conboy
UNC-Charlotte
Philip P. Crossland
University of Missouri-Kansas City
Lester Digman
University of Nebraska
John Eatman
UNC-Greensboro
Karen L. Fowler
University of Northern Colorado
Charles R. Franz
University of Missouri-Columbia
Joseph A. Giacalone
St. John's University
David Good
Grand Valley State University
Al L. Hartgraves
Emory University
Jerry G. Hunt
East Carolina University
William W. McCartney
Georgia Southern University
Carl McDevitt
Auburn University-Montgomery
Muroki F. Mwaura
William Paterson University
Steve Norman
University of Nebraska
Jerome S. Osteryoung
Florida State University
James A. Pope
University of Toledo
Niles Schoening
University of Alabama-Huntsville
JoAnna Burley Shore
Frostburg State University
Robert W. Stone
University of Idaho
Dai Tanno
Aomori Public College
Michael J. Toma
Armstrong Atlantic State University
Sheb L. True
Kennesaw State University
Robert J. Walsh
Marist College
William H. Wells
Georgia Southern University
Douglas E. Ziegenfuss
Old Dominion University
The Southern Business Review is published semi-annually, in spring and fall, by the College of Business Administration, Georgia
Southern University, Statesboro, Georgia 30460. The annual subscription rate for the SBR is $12.00 domestic and $15.00
international. The SBR does not prepare reprints of individual articles; however, these are available from ProQuest Information
and Learning (www.il.proquest.com).
The information and conclusions presented in the SBR are those of the authors and do not necessarily reflect those of the
Office of Publications & Faculty Research Services, College of Business Administration, or Georgia Southern University. The
authors assume such responsibility.
Copyright 2005, College of Business Administration, Georgia Southern University. Third-class postage paid at States ...
This document discusses entrepreneurial leadership, which combines qualities of both leadership and entrepreneurship. It defines leadership and entrepreneurship, outlining various theories for each. Entrepreneurial leadership refers to managers who can take risks, seize opportunities, pursue innovation, and be strategic. The document emphasizes that entrepreneurial leadership is important for businesses to maintain growth and sustainability in today's environment. It argues entrepreneurial leaders know their environment well and create value for businesses, stakeholders, and society through opportunities.
Most entrepreneurs often start a new enterprise ignorant of many key dimensions of running their enterprises and must obtain the necessary information if they are to survive. This study searches to generalize entrepreneurial success with the purpose of providing insights to entrepreneurial venture management. The conclusion expresses that entrepreneurial success depends on growing industries, financial capital, market attractiveness, environmental favorableness, entrepreneur's personality traits, and social networks.
The personality perspective views entrepreneurs as having inherent personality traits. However, research into specific traits like achievement motivation, risk-taking, and locus of control has produced inconclusive and contradictory findings. While some studies have identified common traits in entrepreneurs, the diversity of samples and definitions has made generalizing difficult. A more useful view is that entrepreneurial traits can develop through experience rather than being fixed, and that individuals exist on a spectrum of entrepreneurial behavior.
The creation and maintenance of corporate culture is discussed with a strong emphasis on spiritual interdependency and how it affects the current workplace.
And while spiritualism is emphasized, values are clearly the building blocks of culture itself.
This document discusses the search for a theory of entrepreneurship. It notes that economists currently lack an economic theory that fully explains the role of entrepreneurship in economic development. Prior studies have focused on identifying traits or personality patterns of successful entrepreneurs, but these have produced inconsistent results. The authors argue for developing a theoretical model that includes both an economic model showing how entrepreneurship contributes to the economic process, and an identification of critical entrepreneurial behaviors that lead to success in different economic environments. The document reviews literature on definitions of entrepreneurship and studies of entrepreneurial traits and personalities. It also discusses limitations of traditional economic theories in accounting for the role of entrepreneurship.
This document discusses effective leadership and proposes a "Circumplex model of Effective leadership". It argues that effective leadership focuses on personal growth, followers' growth, and organizational goals. The model includes four elements: achieving organizational goals, developing followers, personal leadership, and self-transcendence. The author analyzes cases of failed leadership in developing countries and proposes that transformative leadership is needed to meet people's aspirations and address leadership problems systematically rather than through quick fixes.
This document introduces a research study that aims to investigate the effects of management styles on student achievement. It provides background on the topic, stating that management approaches in schools have increasingly mirrored styles used in businesses. The research questions examine who is involved in managing school leadership, how management styles impact students, and whether current practices are effective. The objectives seek to identify relationships between management and students and the impacts of different leadership styles. The scope is limited to a single college and significance discussed for researchers, students, and the public. Key terms are also defined.
This document discusses entrepreneurial leadership, which combines qualities of both leadership and entrepreneurship. It defines leadership and entrepreneurship, outlining various theories for each. Entrepreneurial leadership refers to managers who can take risks, seize opportunities, pursue innovation, and be strategic. The document emphasizes that entrepreneurial leadership is important for businesses to maintain growth and sustainability in today's environment. It argues entrepreneurial leaders know their environment well and create value for businesses, stakeholders, and society through opportunities.
Most entrepreneurs often start a new enterprise ignorant of many key dimensions of running their enterprises and must obtain the necessary information if they are to survive. This study searches to generalize entrepreneurial success with the purpose of providing insights to entrepreneurial venture management. The conclusion expresses that entrepreneurial success depends on growing industries, financial capital, market attractiveness, environmental favorableness, entrepreneur's personality traits, and social networks.
The personality perspective views entrepreneurs as having inherent personality traits. However, research into specific traits like achievement motivation, risk-taking, and locus of control has produced inconclusive and contradictory findings. While some studies have identified common traits in entrepreneurs, the diversity of samples and definitions has made generalizing difficult. A more useful view is that entrepreneurial traits can develop through experience rather than being fixed, and that individuals exist on a spectrum of entrepreneurial behavior.
The creation and maintenance of corporate culture is discussed with a strong emphasis on spiritual interdependency and how it affects the current workplace.
And while spiritualism is emphasized, values are clearly the building blocks of culture itself.
This document discusses the search for a theory of entrepreneurship. It notes that economists currently lack an economic theory that fully explains the role of entrepreneurship in economic development. Prior studies have focused on identifying traits or personality patterns of successful entrepreneurs, but these have produced inconsistent results. The authors argue for developing a theoretical model that includes both an economic model showing how entrepreneurship contributes to the economic process, and an identification of critical entrepreneurial behaviors that lead to success in different economic environments. The document reviews literature on definitions of entrepreneurship and studies of entrepreneurial traits and personalities. It also discusses limitations of traditional economic theories in accounting for the role of entrepreneurship.
This document discusses effective leadership and proposes a "Circumplex model of Effective leadership". It argues that effective leadership focuses on personal growth, followers' growth, and organizational goals. The model includes four elements: achieving organizational goals, developing followers, personal leadership, and self-transcendence. The author analyzes cases of failed leadership in developing countries and proposes that transformative leadership is needed to meet people's aspirations and address leadership problems systematically rather than through quick fixes.
This document introduces a research study that aims to investigate the effects of management styles on student achievement. It provides background on the topic, stating that management approaches in schools have increasingly mirrored styles used in businesses. The research questions examine who is involved in managing school leadership, how management styles impact students, and whether current practices are effective. The objectives seek to identify relationships between management and students and the impacts of different leadership styles. The scope is limited to a single college and significance discussed for researchers, students, and the public. Key terms are also defined.
Leadership That Gets Resultsby Daniel GolemanReprint r.docxDIPESH30
Leadership That Gets Results
by Daniel Goleman
Reprint r00204
MARCH – APRIL 2000
Reprint Number
Meeting the Challenge of Disruptive Change R 0 0 2 0 2
Leadership That Gets Results R 0 0 2 0 4
Transforming Life, Transforming Business: R 0 0 2 0 3
The Life-Science Revolution
How to Fight a Price War R 0 0 2 0 8
What You Need to Know About Stock Options R 0 0 2 0 5
Going Global: Lessons from Late Movers R 0 0 2 0 1
Making Partner: A Mentor’s Guide to the R 0 0 2 0 6
Psychological Journey
F O R E T H O U G H T
Goodbye, B-School F 0 0 2 0 1
The Starbucks Effect F 0 0 2 0 2
The Cutting Edge in Auctions F 0 0 2 0 3
From Managing Pills to Managing Brands F 0 0 2 0 4
Making Sense of Scanner Data F 0 0 2 0 5
H B R C A S E S T U DY
When Everything Isn’t Half Enough R 0 0 2 1 1
T H I N K I N G A B O U T. . .
Cost Transparency: The Net’s Real Threat to Prices and Brands R 0 0 2 1 0
P E R S P E C T I V E S
Are CIOs Obsolete? R 0 0 2 1 2
F I R S T P E R S O N
Goodbye Career, Hello Success R 0 0 2 0 7
B O O K S I N R E V I E W
Managing in the Cappuccino Economy R 0 0 2 0 9
CLAYTON M. CHRISTENSEN
AND MICHAEL OVERDORF
DANIEL GOLEMAN
JUAN ENRIQUEZ
AND RAY A. GOLDBERG
AKSHAY R. RAO, MARK E. BERGEN,
AND SCOTT DAVIS
BRIAN J. HALL
CHRISTOPHER A. BARTLETT
AND SUMANTRA GHOSHAL
HERMINIA IBARRA
A CONVERSATION WITH JONATHAN SEELIG
VIJAY VISHWANATH AND DAVID HARDING
ERIK VAN HECK
MARCEL CORSTJENS AND MARIE CARPENTER
PETER ROSSI, PHIL DELURGIO, AND DAVID KANTOR
SUZY WETLAUFER
INDRAJIT SINHA
DAWN LEPORE; JACK ROCKHART;
MICHAEL J. EARL; TOM THOMAS; AND
PETER McATEER AND JEFFREY ELTON
RANDY KOMISAR
EILEEN C. SHAPIRO
which precise leadership behaviors yield
positive results. Leadership experts prof-
fer advice based on inference, experience,
and instinct. Sometimes that advice is
right on target; sometimes it’s not.
But new research by the consulting firm Hay/
McBer, which draws on a random sample of 3,871
executives selected from a database of more than
20,000 executives worldwide, takes much of the
mystery out of effective leadership. The research
found six distinct leadership styles, each springing
from different components of emotional intelli-
gence. The styles, taken individually, appear to have
a direct and unique impact on the working atmo-
sphere of a company, division, or team, and in turn,
on its financial performance. And perhaps most
important, the research indicates that leaders with
the best results do not rely on only one leadership
style; they use most of them in a given week – seam-
lessly and in different measure – depending on the
sk any group of businesspeople
the question “What do effective
leaders do?” and you’ll hear a
sweep of answers. Leaders set strategy;
they motivate; they create a mission; they build a
culture. Then ask “What should leaders do?” If the
group is seasoned, you’ll likely hear one response:
the leader’s singular job is to get results.
But how? The mystery of what leaders can ...
Unit 1 Module 1 - Virtues and Drawbacks of Organized Activity.docxwillcoxjanay
Unit 1: Module 1 - Virtues and Drawbacks of Organized Activity
Virtues and Drawbacks of Organized Activity
The establishment of large, complex organizations is historically recent. Today, much of society's important work is done in or by organizations. Many organizations really play their roles well, providing good jobs, producing safe and reliable products, developing their workforce, and fulfilling their social responsibility. However, without the right leadership and good decision-making, they may produce poor service, and defective and dangerous products.
We have recently seen corporations tarnishing their reputations by exploiting people and communities, and by damaging the environment. In some cases, people chosen to lead organizations seem to be clueless of what is really going on and how to keep an organization in good shape, or how to turn it into a successful one.
One way to avoid the negative effects of organized activity and, therefore, improve performance, is through reframing or viewing situations from multiple perspectives. Reframing offers cognitive lenses on the world that affects what you see and what it means.
This course introduces a framework consisting of the following four basic lenses or frames for strengthening managerial diagnosis and action:
· Structural Frame: It focuses on the architecture of organization—the design of units and subunits, rules and roles, goals and policies—that shape, and channel decisions and activities.
· Human Resource Frame: It emphasizes that management requires an understanding of people with their strengths and foibles, reasons and emotions, and desires and fears.
· Political Frame: It depicts that organizations are considered competitive arenas characterized by scarce resources, competing interests, and struggles for power and advantage.
· Symbolic Frame: It focuses on issues of meaning and faith.
Key Words for the Four Frames
Frame
Key Words
Structural Frame
Goals, task, technology, rationality, environment, rules, roles, linkages, differentiation, integration
Human Resource Frame
Needs, skills, feelings, motivation, satisfaction, norms, interpersonal interactions, fit (between person and organization)
Political Frame
Power, conflict, coalitions, scarcity, enduring differences, politics, bargaining, negotiation
Symbolic Frame
Symbols, meaning, belief, faith, culture, ceremonies, rituals, myths, stories, play
Unit 1: Module 1 - Managerial Thinking
Managerial Thinking
Before becoming managers and leaders, professionals develop their qualifications by learning from others and developing their own managerial style and interpersonal skills. This formation can be biased by those who play an important role on each individual’s development process.
When each one of those individuals takes charge, they carry all that into their performance and leadership style. Some are overwhelmed by the new responsibilities and “freeze” before the many challenges they face. It is also usual that manager ...
The competitive Advantage of corporate cultures Daniel Denison, .docxmehek4
The competitive Advantage of corporate cultures
Daniel Denison, IMD Business School
Levi Nieminen, Denison Consulting
Lindsey Kotrba, Denison Consulting
What is Corporate Culture? At the climax of the annual holiday party in one rapidly growing American company, hundreds of balloons are released from the ceiling. Inside each balloon is a crisp new $100 bill and whoever scrambles the hardest, gets the most money! The lesson is simple, fun, and more powerful than all the personnel policy handbooks in the world. It helps capture the essence of some of the key definitions of corporate culture: Culture is “the way we do things around here,” and “what we do when we think no one is looking.”1 Most scholars further describe culture in terms of two important definitional fea tures, 1) culture has multiple layers or levels, and 2) culture is learned. Schein’s classic approach divides culture into three levels.2 He argues that basic, underlying assumptions lie at the root of culture and are “uncon scious, taken-for-granted beliefs, perceptions, thoughts, and feelings.” Espoused values are Artifacts, behaviors, and derived from basic underlying assumptions and are the “espoused justifications of strate gies, goals and philosophies.” Finally, at the top level are “artifacts,” that are defined as “visible, yet hard to decipher organizational structures and processes.” Like the iceberg norms are visible and tangible. Personal values and attitudes are presented in Figure 1, only about 10 percent of an organization’s culture is visible, whereas 90 percent is below the surface. However, it is the part of the culture that we can’t see—the less visible, but can be talked about. Underlying fundamental beliefs and assumptions—that often sinks the ship. beliefs and assumptions are Figure 2 reminds us that culture is learned—it includes “the lessons that we have learned that are important enough to pass on to the next generation.”3 The lessons from subconscious,invisible, and rarely questioned. Figure 1 Schein’s Three Layers of Organizational Culture the Visible Symbols cultural values that are important are reflected in the visible symbols that surround us, which further reinforce and shape our culture into the future, and so on. Winston Churchill made a similar point about architecture, stating that, “We shape our buildings; thereafter they shape us.”4 Returning to our discussion from above, it is almost always easier to change the buildings than it is to modify the cultural values that guided their construction. In other words, the stuff that resides below the surface of an organization’s culture—the fun damental beliefs and assumptions—is the core of what is learned over time and what comes to guide behaviors and visible structures and processes. Survival Figure 2 Diagram of Culture as Learned Why is Corporate Culture Important? Many top executives attest that shaping and managing their organization’s culture is one of their most important challenges. As ...
T h e J o u r n a l o f D e v e l o p i n g A r e .docxperryk1
T h e J o u r n a l o f D e v e l o p i n g A r e a s
Special Issue on Sydney Conference Held in April 2015
Volume 49 No. 6 2015
THE EMERGING ROLE OF
TRANSFORMATIONAL LEADERSHIP
Mostafa Sayyadi Ghasabeh
Claudine Soosay
Carmen Reaiche
University of South Australia, Australia
ABSTRACT
This paper presents a literature review of leadership over the years and the emerging role of
transformational leadership. We also argue that this form of leadership is appropriate in the context
of globalized markets, where there is increasing diffusion of goods, services, values and technologies
globally, which results in the convergence of societies toward a uniform pattern of economic,
political and cultural organization. There are various issues and consideration existing in the
leadership literature as “the core of the criticism in the literature is that organisations of all sorts
(corporations, government agencies, and not-for-profit organisations) tend to be over-managed
(and/or over-administrated) and under-led” (Mills 2005, p.19). Mills (2005) highlights the vital
importance of leadership in both political and business areas, and argues that organisations in both
areas, in the absence of effective leadership, are not capable of effectively implementing changes at
the organisational level. This paper adopts a conceptual approach aiming to convey the importance
of transformational leadership amongst other styles. In this paper, we review the role of leadership
in the business area and establish the need to investigate transformational leadership, as an ideal
leadership form in enabling firms to accomplish sustainable competitiveness as they operate in global
markets. Based on the various leadership theories discussed be further argued that leadership is highly
essential for business organisations to achieve a sustained change and eventually higher degree of
effectiveness, especially when operating in global markets. Transformational leadership, comprising
characteristics of idealised influence, individualised consideration, intellectual stimulation, and
inspirational motivation has been found to have implications for higher leadership effectiveness in
new market environments and production locations. Various empirical studies highlighted
transformational leadership as an enabler of innovation. To demonstrate the role of transformational
leadership in organizational innovation, it can be argued that these leaders facilitate the generation
of new knowledge and ideas through applying intellectual stimulation aspect that motivates
employees to approach organizational problems in a more novel approach. Accordingly, we establish
the appropriateness of transformational leadership as a managerial-based, output-based as market-
based competency for firms in globalized markets. We conclude by providing suggestions and scope
for empirical investi.
1) The document discusses viewing management as a liberal art and the potential contributions this perspective can provide both to the liberal arts and to the practice of management.
2) It argues that management as a liberal art can help develop virtues in individuals and focus them on values, ethics, and character formation rather than just rules compliance.
3) Key influences on this perspective discussed include theology, philosophy, and the idea that management should involve lifelong learning and challenging assumptions rather than just a set of tools.
Entrepreneurial culture, profile of the leader and entrepreneurial orientatio...ijmvsc
Today, no company is safe from forces and pressures, which are exerted on it, because of a significant number of the requirements in particular as regards competitiveness, the need for change, or the crises, the deregulations and the cost of energy. To face this news gives, the company must reconsider its behaviors and its practices to renew itself, to open out and reinforce its international position in the market. Some of these practices form what one calls the entrepreneurial orientation.
For this reason, we will devote this paper for better encircling and apprehending the concept of entrepreneurial orientation and this, by focusing on its relation with the entrepreneurial culture and the profile of the leader in the specific case of the Tunisian companies.
The document summarizes a journal article about developing leadership programs for research, scientific, technology and engineering organizations. It discusses that leaders in these fields face unique challenges compared to mainstream businesses. It recommends five design elements for an effective leadership development program for STEM organizations: 1) defining organization-specific leadership competencies, 2) applying selection criteria for participants, 3) emphasizing experiential learning, 4) providing mentoring and coaching support, and 5) evaluating program results regularly.
InstructionsArticle Application Essays Per course schedule (com.docxdirkrplav
Instructions:
Article Application Essays Per course schedule (computer-printed copy, beginning of class) 2 to 3 hours per essay 50 each Five point per day deduction 40 points content and application, 10 points writing (clear, concise, correct)
This assignment will introduce you to two articles from the field of strategic management. In addition, you will research and select one additional article. For each article, prepare a one-page application essay. Avoid summarizing the article. Instead, identify key concepts in the article that are particularly meaningful in context of your current (or past) organization. Explain why the concepts are significant to you and how you could apply them. You can also make application to the Capstone simulation.
Formatting requirements:
1. 12 point font, 1-inch margins.
2. Name, date, and article citation at the top of the paper; use APA style for article citation.
3. Left justified, single space within paragraphs, double space between paragraphs.
The student essay on the following page provides an example of both content and format.
Note the formatting below represents correct APA style.
Article One
Porter, M.E. (1996, November-December). What is strategy? Harvard Business Review, 61-78.
Strategy and the
Chief Learning Officer
Millbrook Distribution Services
Verna J. Willis and Gary L. May
In the views of the originator of the chief learning officer (CLO) concept—
Willis—and the first practitioner—May—the role a CLO must fulfill is dif-
ferent from a knowledge manager’s role. A CLO is much more deeply
engaged in the social learning and social communication processes that make
a learning organization. Many honest effor ts have been made to untangle
the roots of the CLO concept, the intended purpose, the qualifications, and
above all, the future of the position. Here the pioneers write to set the record
straight, discussing how the role of the CLO was conceived, where and why
it was implemented, and what it has meant for Millbrook Distribution Ser-
vices. They demonstrate that the CLO role is not just a Fortune 500 phe-
nomenon, but has application to smaller companies as well.
Background
The chief learning officer is fast becoming a strategic, lead
player in the drama of today’s business organizations. The histori-
cal nature of the Millbrook case study makes it important to set the
stage a bit differently. Theor y is often born and gains its credibil-
ity through interplay with practitioner experience, and this is the
situation with the Millbrook case. Thus theor y about the practice
of a CLO as well as the real-world practice itself play balanced parts
in how the case has developed and how the position of the CLO at
Millbrook continues to evolve.
Willis first articulated the need for a CLO in a 1991 article pub-
lished in the fledgling Human Resource Development Quarterly. This
Strategy and the Chief Learning Officer 1
This case was prepared to serve as a basis for discussion rather than to il.
This document summarizes a research study from 1994 that examined employee motivation at a UK defense systems manufacturer. The study aimed to understand motivation from the employees' perspective. A survey was administered to 51 employees across levels and departments. The results showed that while the company created a mostly positive work environment, employees gave very low scores for feelings of warmth and support from leadership. Further analysis revealed deep issues in how operators and engineers experienced leadership. The study highlights the importance of understanding employee perceptions in order to close gaps between reality and company goals/philosophy regarding culture and motivation.
1) Organizational culture refers to the shared assumptions, values, and beliefs that influence behavior within an organization. It is an important but often invisible aspect of an organization.
2) There are three levels of organizational culture - surface level artifacts, deeper values, and unconscious basic assumptions. Understanding an organization's culture involves analyzing all three levels.
3) A commonly used framework identifies seven dimensions that characterize organizational culture, including innovative, aggressive, outcome-oriented, and stable cultures. Understanding these dimensions can help analyze and manage an organization's culture.
1. Traditional Approaches to Leaders’ Impact on OrganizationsSTatianaMajor22
1. Traditional Approaches to Leaders’ Impact on Organizations
Scores of research studies are built on the assumption that effective leadership is a key component essential for organizational success. From the battlefield to the boardroom, we are told, wins and losses are determined by decisions and behaviors of those who lead. The plethora of leadership-training programs may be an indicator that many perceive (or even assume) that there is a direct relationship between leaders and organization performance. In The Leadership Gap: Building Capacity for Competitive Advantage, Weiss and Molinaro (2005) established their premise by stating “leadership has become the primary source of competitive advantage in organizations around the world” (p. 4). These authors used case-study methods to reinforce the ideas that organizations’ lack of leadership capacity can be addressed through leadership development.
But both in research and organizations, there are those who challenge the “effective leadership = enhanced performance” supposition (Dihn, Lord, Gardner, Meuser, Liden, & Hu, 2014; Storey, 2010).
LePine, Zhang, Crawford, and Rich (2016) conducted a three-part study to test relationships among charismatic leadership, stress, and performance. Subjects were members of the United States Marine Corps. Findings suggested that charismatic leader behavior negated the negative effects of stressors on performance according to assessments by the leaders or their supervisors. And these authors found that high-level stressors were more positively viewed when charismatic leader behaviors were exhibited. However, the researchers discovered that charismatic leader behavior did not influence how Marines perceived stressors. An underlying assumption in LePine, Zhang, Crawford, and Rich’s (2016) research was that leaders do affect performance. The results, while not conclusive enough to reject the assumption, did open avenues for new dialogue and recommendations for further testing.
Dihn, Lord, Gardner, Meuser, Liden, and Hu (2014) suggested that the preponderance of research on leadership behaviors and traits may have led to assumptions about an overstated influence of the individual. In Module 1 we examined the evolution of leadership approaches from the early modern era to the postmodern era. We know that context—such as environment, capital, and goals—influences organizational design, structure, and management/leadership practices. We learned that a stable organization relies on controls to gain efficiency. Leader-centric thinking was readily accepted in the modern organization. And, research studies were designed around those assumptions, perhaps even reinforcing those assumptions.
More recently, organizations shifted structures, philosophies, and operating procedures to adapt to social, economic, political, and technological pressures. Even so, leadership researchers continued to outpace other scholars who investigated additional variables that might impact org ...
Organizational Behavior - Journal of Management Policy and PracticeSelaiman Noori
The need for international experiences has never been greater, but what is the acceptance and
participation on a regional level? This purpose of this paper is to consider the interest level of students at
a Midwest university compared to national trends and the factors that contributes to or subtracts from the
students’ level of participation.
ENTREPRENEURIAL ORIENTATION AND ORGANIZATIONAL PERFORMANCE (With Special Refe...Umesh Gunarathne
This document summarizes a research paper on the relationship between entrepreneurial orientation and organizational performance, specifically for small and medium enterprises (SMEs) in Sri Lanka. The paper reviews literature on entrepreneurial orientation and organizational performance. It identifies the problem of inconsistent past research findings on the relationship. The main research question is what is the relationship between entrepreneurial orientation and organizational performance. The objective is to examine this relationship for SMEs in Sri Lanka.
This document discusses various aspects of organizational culture and quality management. It covers 1) customer relationship in quality management, 2) the nature of work attitudes, 3) organizational citizenship behavior, 4) terminal and instrumental values that shape organizational culture, and 5) how organizational climate is based on member perceptions and operates between culture and behavior. The document examines factors like job satisfaction, work design, moods and emotions, and how an organization's culture is transmitted through socialization, symbols and stories.
Student's Behaviour in Start Up Business Trendijtsrd
This paper focuses on the students' trend in starting their own businesses on graduation. Moreover, it evaluates the undergraduate students at university level to create their own companies on graduation and analyse the personal attributes and competencies that may influence such trend. The statistical procedures adopted in the processing of the data collected from a sample of 240 students with particular regard to the possibility of their establishing their own enterprise. Gender, risk, factors related to profession employment choice and academic training were found to significantly affect students' interest in and motivation for start up business. Huynh Canh Thanh Lam ""Student's Behaviour in Start-Up Business Trend"" Published in International Journal of Trend in Scientific Research and Development (ijtsrd), ISSN: 2456-6470, Volume-4 | Issue-2 , February 2020,
URL: https://www.ijtsrd.com/papers/ijtsrd30147.pdf
Paper Url : https://www.ijtsrd.com/economics/commerce/30147/student%E2%80%99s-behaviour-in-startup-business-trend/huynh-canh-thanh-lam
The document outlines learning outcomes for a chapter on the management environment. It will describe three waves of social history and their implications, the importance of a global perspective on management, and how technology is changing manager roles. It will also define social responsibility, ethics, entrepreneurship, workforce diversity issues, and reasons for downsizing. Additional topics covered include creating customer-focused cultures and a focus on quality and continuous improvement.
Britannia to give seed funding, training, more to aspiring women entrepreneurs, homemakers for starting up.
Britannia has also teamed up with Google to offer all participants access to a digital business training programme that includes many classes to assist them gain the skills they need to run and grow their enterprises.
The third season of their start-up competition for prospective women entrepreneurs, particularly homemakers, was launched on Wednesday. Britannia would provide up to 10,000 top participants with online mentorship lectures from industry leaders on how to start and scale businesses. Candidates' ideas will be reviewed based on predetermined criteria, and a shortlisted candidate list will be published within 60 days after the contest's conclusion. One of the most significant aspects of our relationship with Google was ensuring that all participants have access to the digital skilling materials.
In addition to the initial funding, we're looking into how we can make relevant knowledge and know-how more accessible to women who want to pursue their entrepreneurial dreams, » Subramanyam stated. «There are an increasing number of women who desire to start their own business. At the contest's inauguration, Vinay Subramanyam, Vice-President, Britannia Industries, remarked, "77 percent of the women we went out to spoke about technology being a critical facilitator in terms of breaking barriers of how to be an entrepreneur." According to the survey, 62% of women want to start their own business, but a lack of time owing to household duties is a barrier for 73% of respondents. Lack of guidance was a problem for 53% of respondents, while insufficient funding was a problem for 50%.
« I had no choice but to sell all of my belongings in order to start the business. There are far more instances of women entrepreneurs today than there were previously, and as a result, there is a cultural receptivity to women in business that did not exist previously. However, there is still a long way to go, and I'm not sure if the next decade will be enough for women to be big enough, » remarked Shubhra Chadha, Co-founder of Chumbak Designs, during a Britannia webinar held before to the contest's introduction.
PROJECT ON FUNDAMENTALS OF ENTREPRENURSHIP ASSIGNMENT.docxYashleenkaur10
The document discusses personality traits and entrepreneurship. It analyzes research on personality characteristics of entrepreneurs from India and other countries. The research found that traits like internal locus of control, ambiguity tolerance, self-confidence, and innovativeness were important for entrepreneurs. Additionally, family history and education also impacted entrepreneurial tendencies. The document also discusses the importance of social entrepreneurship and how certain personality traits like agreeableness and openness can positively impact social entrepreneurship. Overall, the document analyzes different studies on the relationship between personality traits and entrepreneurial ambitions and intentions.
Milestones Navigating Late Childhood to AdolescenceFrom the m.docxjessiehampson
Milestones: Navigating Late Childhood to Adolescence
From the movie, Lila, Eight to Thirteen in this week's materials, identify 2–3 developmental milestones Lila reaches, and assess whether or not you think she successfully navigates her way through them as she prepares for adolescence. Support your assertions with evidence from your text and this week's materials.
.
Migration and RefugeesMany immigrants in the region flee persecu.docxjessiehampson
Migration and Refugees
Many immigrants in the region flee persecution and then return after they are liberated. For example, 700,000 Jews were allowed to leave the former Soviet Union and enter Israel in the 1990s. There has also been a migration of Palestinian people. Discuss the following:
Why do you think that Israel is such an important place for the Jews?
What is the importance of the area to the Palestinians?
What do you think the impact would be on you and your families if you participated in such long-distance migration?
No references needed, need response within 3 hours!
.
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Similar to Volume 30 Number 2 Spring 2005Leadership EditionCo.docx
Leadership That Gets Resultsby Daniel GolemanReprint r.docxDIPESH30
Leadership That Gets Results
by Daniel Goleman
Reprint r00204
MARCH – APRIL 2000
Reprint Number
Meeting the Challenge of Disruptive Change R 0 0 2 0 2
Leadership That Gets Results R 0 0 2 0 4
Transforming Life, Transforming Business: R 0 0 2 0 3
The Life-Science Revolution
How to Fight a Price War R 0 0 2 0 8
What You Need to Know About Stock Options R 0 0 2 0 5
Going Global: Lessons from Late Movers R 0 0 2 0 1
Making Partner: A Mentor’s Guide to the R 0 0 2 0 6
Psychological Journey
F O R E T H O U G H T
Goodbye, B-School F 0 0 2 0 1
The Starbucks Effect F 0 0 2 0 2
The Cutting Edge in Auctions F 0 0 2 0 3
From Managing Pills to Managing Brands F 0 0 2 0 4
Making Sense of Scanner Data F 0 0 2 0 5
H B R C A S E S T U DY
When Everything Isn’t Half Enough R 0 0 2 1 1
T H I N K I N G A B O U T. . .
Cost Transparency: The Net’s Real Threat to Prices and Brands R 0 0 2 1 0
P E R S P E C T I V E S
Are CIOs Obsolete? R 0 0 2 1 2
F I R S T P E R S O N
Goodbye Career, Hello Success R 0 0 2 0 7
B O O K S I N R E V I E W
Managing in the Cappuccino Economy R 0 0 2 0 9
CLAYTON M. CHRISTENSEN
AND MICHAEL OVERDORF
DANIEL GOLEMAN
JUAN ENRIQUEZ
AND RAY A. GOLDBERG
AKSHAY R. RAO, MARK E. BERGEN,
AND SCOTT DAVIS
BRIAN J. HALL
CHRISTOPHER A. BARTLETT
AND SUMANTRA GHOSHAL
HERMINIA IBARRA
A CONVERSATION WITH JONATHAN SEELIG
VIJAY VISHWANATH AND DAVID HARDING
ERIK VAN HECK
MARCEL CORSTJENS AND MARIE CARPENTER
PETER ROSSI, PHIL DELURGIO, AND DAVID KANTOR
SUZY WETLAUFER
INDRAJIT SINHA
DAWN LEPORE; JACK ROCKHART;
MICHAEL J. EARL; TOM THOMAS; AND
PETER McATEER AND JEFFREY ELTON
RANDY KOMISAR
EILEEN C. SHAPIRO
which precise leadership behaviors yield
positive results. Leadership experts prof-
fer advice based on inference, experience,
and instinct. Sometimes that advice is
right on target; sometimes it’s not.
But new research by the consulting firm Hay/
McBer, which draws on a random sample of 3,871
executives selected from a database of more than
20,000 executives worldwide, takes much of the
mystery out of effective leadership. The research
found six distinct leadership styles, each springing
from different components of emotional intelli-
gence. The styles, taken individually, appear to have
a direct and unique impact on the working atmo-
sphere of a company, division, or team, and in turn,
on its financial performance. And perhaps most
important, the research indicates that leaders with
the best results do not rely on only one leadership
style; they use most of them in a given week – seam-
lessly and in different measure – depending on the
sk any group of businesspeople
the question “What do effective
leaders do?” and you’ll hear a
sweep of answers. Leaders set strategy;
they motivate; they create a mission; they build a
culture. Then ask “What should leaders do?” If the
group is seasoned, you’ll likely hear one response:
the leader’s singular job is to get results.
But how? The mystery of what leaders can ...
Unit 1 Module 1 - Virtues and Drawbacks of Organized Activity.docxwillcoxjanay
Unit 1: Module 1 - Virtues and Drawbacks of Organized Activity
Virtues and Drawbacks of Organized Activity
The establishment of large, complex organizations is historically recent. Today, much of society's important work is done in or by organizations. Many organizations really play their roles well, providing good jobs, producing safe and reliable products, developing their workforce, and fulfilling their social responsibility. However, without the right leadership and good decision-making, they may produce poor service, and defective and dangerous products.
We have recently seen corporations tarnishing their reputations by exploiting people and communities, and by damaging the environment. In some cases, people chosen to lead organizations seem to be clueless of what is really going on and how to keep an organization in good shape, or how to turn it into a successful one.
One way to avoid the negative effects of organized activity and, therefore, improve performance, is through reframing or viewing situations from multiple perspectives. Reframing offers cognitive lenses on the world that affects what you see and what it means.
This course introduces a framework consisting of the following four basic lenses or frames for strengthening managerial diagnosis and action:
· Structural Frame: It focuses on the architecture of organization—the design of units and subunits, rules and roles, goals and policies—that shape, and channel decisions and activities.
· Human Resource Frame: It emphasizes that management requires an understanding of people with their strengths and foibles, reasons and emotions, and desires and fears.
· Political Frame: It depicts that organizations are considered competitive arenas characterized by scarce resources, competing interests, and struggles for power and advantage.
· Symbolic Frame: It focuses on issues of meaning and faith.
Key Words for the Four Frames
Frame
Key Words
Structural Frame
Goals, task, technology, rationality, environment, rules, roles, linkages, differentiation, integration
Human Resource Frame
Needs, skills, feelings, motivation, satisfaction, norms, interpersonal interactions, fit (between person and organization)
Political Frame
Power, conflict, coalitions, scarcity, enduring differences, politics, bargaining, negotiation
Symbolic Frame
Symbols, meaning, belief, faith, culture, ceremonies, rituals, myths, stories, play
Unit 1: Module 1 - Managerial Thinking
Managerial Thinking
Before becoming managers and leaders, professionals develop their qualifications by learning from others and developing their own managerial style and interpersonal skills. This formation can be biased by those who play an important role on each individual’s development process.
When each one of those individuals takes charge, they carry all that into their performance and leadership style. Some are overwhelmed by the new responsibilities and “freeze” before the many challenges they face. It is also usual that manager ...
The competitive Advantage of corporate cultures Daniel Denison, .docxmehek4
The competitive Advantage of corporate cultures
Daniel Denison, IMD Business School
Levi Nieminen, Denison Consulting
Lindsey Kotrba, Denison Consulting
What is Corporate Culture? At the climax of the annual holiday party in one rapidly growing American company, hundreds of balloons are released from the ceiling. Inside each balloon is a crisp new $100 bill and whoever scrambles the hardest, gets the most money! The lesson is simple, fun, and more powerful than all the personnel policy handbooks in the world. It helps capture the essence of some of the key definitions of corporate culture: Culture is “the way we do things around here,” and “what we do when we think no one is looking.”1 Most scholars further describe culture in terms of two important definitional fea tures, 1) culture has multiple layers or levels, and 2) culture is learned. Schein’s classic approach divides culture into three levels.2 He argues that basic, underlying assumptions lie at the root of culture and are “uncon scious, taken-for-granted beliefs, perceptions, thoughts, and feelings.” Espoused values are Artifacts, behaviors, and derived from basic underlying assumptions and are the “espoused justifications of strate gies, goals and philosophies.” Finally, at the top level are “artifacts,” that are defined as “visible, yet hard to decipher organizational structures and processes.” Like the iceberg norms are visible and tangible. Personal values and attitudes are presented in Figure 1, only about 10 percent of an organization’s culture is visible, whereas 90 percent is below the surface. However, it is the part of the culture that we can’t see—the less visible, but can be talked about. Underlying fundamental beliefs and assumptions—that often sinks the ship. beliefs and assumptions are Figure 2 reminds us that culture is learned—it includes “the lessons that we have learned that are important enough to pass on to the next generation.”3 The lessons from subconscious,invisible, and rarely questioned. Figure 1 Schein’s Three Layers of Organizational Culture the Visible Symbols cultural values that are important are reflected in the visible symbols that surround us, which further reinforce and shape our culture into the future, and so on. Winston Churchill made a similar point about architecture, stating that, “We shape our buildings; thereafter they shape us.”4 Returning to our discussion from above, it is almost always easier to change the buildings than it is to modify the cultural values that guided their construction. In other words, the stuff that resides below the surface of an organization’s culture—the fun damental beliefs and assumptions—is the core of what is learned over time and what comes to guide behaviors and visible structures and processes. Survival Figure 2 Diagram of Culture as Learned Why is Corporate Culture Important? Many top executives attest that shaping and managing their organization’s culture is one of their most important challenges. As ...
T h e J o u r n a l o f D e v e l o p i n g A r e .docxperryk1
T h e J o u r n a l o f D e v e l o p i n g A r e a s
Special Issue on Sydney Conference Held in April 2015
Volume 49 No. 6 2015
THE EMERGING ROLE OF
TRANSFORMATIONAL LEADERSHIP
Mostafa Sayyadi Ghasabeh
Claudine Soosay
Carmen Reaiche
University of South Australia, Australia
ABSTRACT
This paper presents a literature review of leadership over the years and the emerging role of
transformational leadership. We also argue that this form of leadership is appropriate in the context
of globalized markets, where there is increasing diffusion of goods, services, values and technologies
globally, which results in the convergence of societies toward a uniform pattern of economic,
political and cultural organization. There are various issues and consideration existing in the
leadership literature as “the core of the criticism in the literature is that organisations of all sorts
(corporations, government agencies, and not-for-profit organisations) tend to be over-managed
(and/or over-administrated) and under-led” (Mills 2005, p.19). Mills (2005) highlights the vital
importance of leadership in both political and business areas, and argues that organisations in both
areas, in the absence of effective leadership, are not capable of effectively implementing changes at
the organisational level. This paper adopts a conceptual approach aiming to convey the importance
of transformational leadership amongst other styles. In this paper, we review the role of leadership
in the business area and establish the need to investigate transformational leadership, as an ideal
leadership form in enabling firms to accomplish sustainable competitiveness as they operate in global
markets. Based on the various leadership theories discussed be further argued that leadership is highly
essential for business organisations to achieve a sustained change and eventually higher degree of
effectiveness, especially when operating in global markets. Transformational leadership, comprising
characteristics of idealised influence, individualised consideration, intellectual stimulation, and
inspirational motivation has been found to have implications for higher leadership effectiveness in
new market environments and production locations. Various empirical studies highlighted
transformational leadership as an enabler of innovation. To demonstrate the role of transformational
leadership in organizational innovation, it can be argued that these leaders facilitate the generation
of new knowledge and ideas through applying intellectual stimulation aspect that motivates
employees to approach organizational problems in a more novel approach. Accordingly, we establish
the appropriateness of transformational leadership as a managerial-based, output-based as market-
based competency for firms in globalized markets. We conclude by providing suggestions and scope
for empirical investi.
1) The document discusses viewing management as a liberal art and the potential contributions this perspective can provide both to the liberal arts and to the practice of management.
2) It argues that management as a liberal art can help develop virtues in individuals and focus them on values, ethics, and character formation rather than just rules compliance.
3) Key influences on this perspective discussed include theology, philosophy, and the idea that management should involve lifelong learning and challenging assumptions rather than just a set of tools.
Entrepreneurial culture, profile of the leader and entrepreneurial orientatio...ijmvsc
Today, no company is safe from forces and pressures, which are exerted on it, because of a significant number of the requirements in particular as regards competitiveness, the need for change, or the crises, the deregulations and the cost of energy. To face this news gives, the company must reconsider its behaviors and its practices to renew itself, to open out and reinforce its international position in the market. Some of these practices form what one calls the entrepreneurial orientation.
For this reason, we will devote this paper for better encircling and apprehending the concept of entrepreneurial orientation and this, by focusing on its relation with the entrepreneurial culture and the profile of the leader in the specific case of the Tunisian companies.
The document summarizes a journal article about developing leadership programs for research, scientific, technology and engineering organizations. It discusses that leaders in these fields face unique challenges compared to mainstream businesses. It recommends five design elements for an effective leadership development program for STEM organizations: 1) defining organization-specific leadership competencies, 2) applying selection criteria for participants, 3) emphasizing experiential learning, 4) providing mentoring and coaching support, and 5) evaluating program results regularly.
InstructionsArticle Application Essays Per course schedule (com.docxdirkrplav
Instructions:
Article Application Essays Per course schedule (computer-printed copy, beginning of class) 2 to 3 hours per essay 50 each Five point per day deduction 40 points content and application, 10 points writing (clear, concise, correct)
This assignment will introduce you to two articles from the field of strategic management. In addition, you will research and select one additional article. For each article, prepare a one-page application essay. Avoid summarizing the article. Instead, identify key concepts in the article that are particularly meaningful in context of your current (or past) organization. Explain why the concepts are significant to you and how you could apply them. You can also make application to the Capstone simulation.
Formatting requirements:
1. 12 point font, 1-inch margins.
2. Name, date, and article citation at the top of the paper; use APA style for article citation.
3. Left justified, single space within paragraphs, double space between paragraphs.
The student essay on the following page provides an example of both content and format.
Note the formatting below represents correct APA style.
Article One
Porter, M.E. (1996, November-December). What is strategy? Harvard Business Review, 61-78.
Strategy and the
Chief Learning Officer
Millbrook Distribution Services
Verna J. Willis and Gary L. May
In the views of the originator of the chief learning officer (CLO) concept—
Willis—and the first practitioner—May—the role a CLO must fulfill is dif-
ferent from a knowledge manager’s role. A CLO is much more deeply
engaged in the social learning and social communication processes that make
a learning organization. Many honest effor ts have been made to untangle
the roots of the CLO concept, the intended purpose, the qualifications, and
above all, the future of the position. Here the pioneers write to set the record
straight, discussing how the role of the CLO was conceived, where and why
it was implemented, and what it has meant for Millbrook Distribution Ser-
vices. They demonstrate that the CLO role is not just a Fortune 500 phe-
nomenon, but has application to smaller companies as well.
Background
The chief learning officer is fast becoming a strategic, lead
player in the drama of today’s business organizations. The histori-
cal nature of the Millbrook case study makes it important to set the
stage a bit differently. Theor y is often born and gains its credibil-
ity through interplay with practitioner experience, and this is the
situation with the Millbrook case. Thus theor y about the practice
of a CLO as well as the real-world practice itself play balanced parts
in how the case has developed and how the position of the CLO at
Millbrook continues to evolve.
Willis first articulated the need for a CLO in a 1991 article pub-
lished in the fledgling Human Resource Development Quarterly. This
Strategy and the Chief Learning Officer 1
This case was prepared to serve as a basis for discussion rather than to il.
This document summarizes a research study from 1994 that examined employee motivation at a UK defense systems manufacturer. The study aimed to understand motivation from the employees' perspective. A survey was administered to 51 employees across levels and departments. The results showed that while the company created a mostly positive work environment, employees gave very low scores for feelings of warmth and support from leadership. Further analysis revealed deep issues in how operators and engineers experienced leadership. The study highlights the importance of understanding employee perceptions in order to close gaps between reality and company goals/philosophy regarding culture and motivation.
1) Organizational culture refers to the shared assumptions, values, and beliefs that influence behavior within an organization. It is an important but often invisible aspect of an organization.
2) There are three levels of organizational culture - surface level artifacts, deeper values, and unconscious basic assumptions. Understanding an organization's culture involves analyzing all three levels.
3) A commonly used framework identifies seven dimensions that characterize organizational culture, including innovative, aggressive, outcome-oriented, and stable cultures. Understanding these dimensions can help analyze and manage an organization's culture.
1. Traditional Approaches to Leaders’ Impact on OrganizationsSTatianaMajor22
1. Traditional Approaches to Leaders’ Impact on Organizations
Scores of research studies are built on the assumption that effective leadership is a key component essential for organizational success. From the battlefield to the boardroom, we are told, wins and losses are determined by decisions and behaviors of those who lead. The plethora of leadership-training programs may be an indicator that many perceive (or even assume) that there is a direct relationship between leaders and organization performance. In The Leadership Gap: Building Capacity for Competitive Advantage, Weiss and Molinaro (2005) established their premise by stating “leadership has become the primary source of competitive advantage in organizations around the world” (p. 4). These authors used case-study methods to reinforce the ideas that organizations’ lack of leadership capacity can be addressed through leadership development.
But both in research and organizations, there are those who challenge the “effective leadership = enhanced performance” supposition (Dihn, Lord, Gardner, Meuser, Liden, & Hu, 2014; Storey, 2010).
LePine, Zhang, Crawford, and Rich (2016) conducted a three-part study to test relationships among charismatic leadership, stress, and performance. Subjects were members of the United States Marine Corps. Findings suggested that charismatic leader behavior negated the negative effects of stressors on performance according to assessments by the leaders or their supervisors. And these authors found that high-level stressors were more positively viewed when charismatic leader behaviors were exhibited. However, the researchers discovered that charismatic leader behavior did not influence how Marines perceived stressors. An underlying assumption in LePine, Zhang, Crawford, and Rich’s (2016) research was that leaders do affect performance. The results, while not conclusive enough to reject the assumption, did open avenues for new dialogue and recommendations for further testing.
Dihn, Lord, Gardner, Meuser, Liden, and Hu (2014) suggested that the preponderance of research on leadership behaviors and traits may have led to assumptions about an overstated influence of the individual. In Module 1 we examined the evolution of leadership approaches from the early modern era to the postmodern era. We know that context—such as environment, capital, and goals—influences organizational design, structure, and management/leadership practices. We learned that a stable organization relies on controls to gain efficiency. Leader-centric thinking was readily accepted in the modern organization. And, research studies were designed around those assumptions, perhaps even reinforcing those assumptions.
More recently, organizations shifted structures, philosophies, and operating procedures to adapt to social, economic, political, and technological pressures. Even so, leadership researchers continued to outpace other scholars who investigated additional variables that might impact org ...
Organizational Behavior - Journal of Management Policy and PracticeSelaiman Noori
The need for international experiences has never been greater, but what is the acceptance and
participation on a regional level? This purpose of this paper is to consider the interest level of students at
a Midwest university compared to national trends and the factors that contributes to or subtracts from the
students’ level of participation.
ENTREPRENEURIAL ORIENTATION AND ORGANIZATIONAL PERFORMANCE (With Special Refe...Umesh Gunarathne
This document summarizes a research paper on the relationship between entrepreneurial orientation and organizational performance, specifically for small and medium enterprises (SMEs) in Sri Lanka. The paper reviews literature on entrepreneurial orientation and organizational performance. It identifies the problem of inconsistent past research findings on the relationship. The main research question is what is the relationship between entrepreneurial orientation and organizational performance. The objective is to examine this relationship for SMEs in Sri Lanka.
This document discusses various aspects of organizational culture and quality management. It covers 1) customer relationship in quality management, 2) the nature of work attitudes, 3) organizational citizenship behavior, 4) terminal and instrumental values that shape organizational culture, and 5) how organizational climate is based on member perceptions and operates between culture and behavior. The document examines factors like job satisfaction, work design, moods and emotions, and how an organization's culture is transmitted through socialization, symbols and stories.
Student's Behaviour in Start Up Business Trendijtsrd
This paper focuses on the students' trend in starting their own businesses on graduation. Moreover, it evaluates the undergraduate students at university level to create their own companies on graduation and analyse the personal attributes and competencies that may influence such trend. The statistical procedures adopted in the processing of the data collected from a sample of 240 students with particular regard to the possibility of their establishing their own enterprise. Gender, risk, factors related to profession employment choice and academic training were found to significantly affect students' interest in and motivation for start up business. Huynh Canh Thanh Lam ""Student's Behaviour in Start-Up Business Trend"" Published in International Journal of Trend in Scientific Research and Development (ijtsrd), ISSN: 2456-6470, Volume-4 | Issue-2 , February 2020,
URL: https://www.ijtsrd.com/papers/ijtsrd30147.pdf
Paper Url : https://www.ijtsrd.com/economics/commerce/30147/student%E2%80%99s-behaviour-in-startup-business-trend/huynh-canh-thanh-lam
The document outlines learning outcomes for a chapter on the management environment. It will describe three waves of social history and their implications, the importance of a global perspective on management, and how technology is changing manager roles. It will also define social responsibility, ethics, entrepreneurship, workforce diversity issues, and reasons for downsizing. Additional topics covered include creating customer-focused cultures and a focus on quality and continuous improvement.
Britannia to give seed funding, training, more to aspiring women entrepreneurs, homemakers for starting up.
Britannia has also teamed up with Google to offer all participants access to a digital business training programme that includes many classes to assist them gain the skills they need to run and grow their enterprises.
The third season of their start-up competition for prospective women entrepreneurs, particularly homemakers, was launched on Wednesday. Britannia would provide up to 10,000 top participants with online mentorship lectures from industry leaders on how to start and scale businesses. Candidates' ideas will be reviewed based on predetermined criteria, and a shortlisted candidate list will be published within 60 days after the contest's conclusion. One of the most significant aspects of our relationship with Google was ensuring that all participants have access to the digital skilling materials.
In addition to the initial funding, we're looking into how we can make relevant knowledge and know-how more accessible to women who want to pursue their entrepreneurial dreams, » Subramanyam stated. «There are an increasing number of women who desire to start their own business. At the contest's inauguration, Vinay Subramanyam, Vice-President, Britannia Industries, remarked, "77 percent of the women we went out to spoke about technology being a critical facilitator in terms of breaking barriers of how to be an entrepreneur." According to the survey, 62% of women want to start their own business, but a lack of time owing to household duties is a barrier for 73% of respondents. Lack of guidance was a problem for 53% of respondents, while insufficient funding was a problem for 50%.
« I had no choice but to sell all of my belongings in order to start the business. There are far more instances of women entrepreneurs today than there were previously, and as a result, there is a cultural receptivity to women in business that did not exist previously. However, there is still a long way to go, and I'm not sure if the next decade will be enough for women to be big enough, » remarked Shubhra Chadha, Co-founder of Chumbak Designs, during a Britannia webinar held before to the contest's introduction.
PROJECT ON FUNDAMENTALS OF ENTREPRENURSHIP ASSIGNMENT.docxYashleenkaur10
The document discusses personality traits and entrepreneurship. It analyzes research on personality characteristics of entrepreneurs from India and other countries. The research found that traits like internal locus of control, ambiguity tolerance, self-confidence, and innovativeness were important for entrepreneurs. Additionally, family history and education also impacted entrepreneurial tendencies. The document also discusses the importance of social entrepreneurship and how certain personality traits like agreeableness and openness can positively impact social entrepreneurship. Overall, the document analyzes different studies on the relationship between personality traits and entrepreneurial ambitions and intentions.
Similar to Volume 30 Number 2 Spring 2005Leadership EditionCo.docx (20)
Milestones Navigating Late Childhood to AdolescenceFrom the m.docxjessiehampson
Milestones: Navigating Late Childhood to Adolescence
From the movie, Lila, Eight to Thirteen in this week's materials, identify 2–3 developmental milestones Lila reaches, and assess whether or not you think she successfully navigates her way through them as she prepares for adolescence. Support your assertions with evidence from your text and this week's materials.
.
Migration and RefugeesMany immigrants in the region flee persecu.docxjessiehampson
Migration and Refugees
Many immigrants in the region flee persecution and then return after they are liberated. For example, 700,000 Jews were allowed to leave the former Soviet Union and enter Israel in the 1990s. There has also been a migration of Palestinian people. Discuss the following:
Why do you think that Israel is such an important place for the Jews?
What is the importance of the area to the Palestinians?
What do you think the impact would be on you and your families if you participated in such long-distance migration?
No references needed, need response within 3 hours!
.
Min-2 pagesThe goal is to develop a professional document, take .docxjessiehampson
Min-2 pages
The goal is to develop a professional document, take a stake in your company (its a t-shirt and apparel company; see attached) as a business owner, and develop a business plan with the aim of securing financing to expand one’s business for an established firm.
Complete the following: (using the business plan working document)
10.0 Financials Plan
*Annotated plan has additional details if you have questions or need explanation
.
Mingzhi Hu
First Paper
3/5/2020
POLS 203
Application of Realism Theory on Civil war in Syria and International Relations
International relation can be best understood through the various schools of thought or
rather theories. They are significant in giving a comprehensive detail of the constructs that make
international relations. Realism theory still remains one of the most influential tools in
understanding events related to international relations. This is because it provides a pragmatic
approach in examining current events in the sphere of international relations (Maghroori, pg. 17).
Realism is divided into three subdivisions, seeking to explain causes of state conflict. This
include classical realism that argues that the conflict comes from the nature of man, neorealist
which associates conflict the elements of the state, and neoclassical realism which associates it to
both human nature and elements of the state. This school of thought is grounded on some
fundamental principles that make the core of its arguments.
The first assumption in realism is the idea that a country, usually referred to as a state,
serves as the main actor in international relations. It acknowledges the fact that there are other
actors like individuals and organizations, which have limited influence (Maghroori 11).
Secondly, the state is considered a unitary player, which is expected to work harmoniously, with
regard to matters of national interest. In addition, realists believe that the people who make
decisions are rational players, since this rationality is required in pursuing the interest of the
nation. In essence, the leaders are believed to understand these assumptions regardless of their
Laci Hubbard-Mattix
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But selfish
Laci Hubbard-Mattix
90000004849605
Laci Hubbard-Mattix
90000004849605
What do you mean by "work harmoniously"
Laci Hubbard-Mattix
90000004849605
It is not clear what this sentence means.
political position, so ensure their sustainability and continuity. Consequently, it is assumed that
states exist in an anarchy context, where there is no single international leader. In this
theorization, the role of nature in influencing human action is not ignored. It asserts that nature
influence people to continue acting in repetitive tendencies. In this assumption, it comes out that
people desire power because of the egoistic nature. The innate selfishness of human beings,
mistrust and their thirst for power explains the unpredicted consequences that can result from
their actions (Maghroori 20). Such human tendencies can explain the unending wars among
nations. Bearing the fact that nations are governed by human beings, their nature contributes
largely to their behavioral tendencies, which in turn influence its security.
Realist therefore assume that leaders have the responsibility to promote the security of
their country in all fronts. This can be realized through consta.
Miller, 1 Sarah Miller Professor Kristen Johnson C.docxjessiehampson
Miller, 1
Sarah Miller
Professor Kristen Johnson
CHID 230
2 April 2019
The Myth of Disability as Isolating in Tim Burton’s Edward Scissorhands
Jay Timothy Dolmage discusses the common disability myths that condition our
understanding of disability in his work Disability Rhetoric. He argues that these myths create the
perception that disabled people are “others”, through the portrayal of them as lesser, surplus, or
improper (Dolmage, 31). One of the myths that Dolmage examines is disability as isolating or
individualizing, which is perpetrated through narratives of disabled people living in isolation,
rarely having romantic relationships or friendships, and often being left alone at the end
(Dolmage, 43). This myth can be seen in the film Edward Scissorhands, directed by Tim Burton.
Edward is a human being created by an inventor, yet the inventor’s death before his completion
leaves him with scissor blades for hands. Edward lives in a gothic mansion atop a hill,
completely in isolation until local Avon saleswoman Peg Boggs visits. She is initially frightened
by his appearance, yet decides to take him home with her upon the realization that he is
harmless. Edward’s disability causes his transition into society to be largely unsuccessful, as he
is objectified and used by other people for their benefit, and at the end of the film he is forced to
return to living in isolation after their perception of him turns to one of fear and scorn.
Edward’s isolation from society is symbolically portrayed through many film design
techniques. The mansion in which he lives at the beginning and the end of the film starkly
contrasts the community in which the able-bodied society lives. The mansion is gothic, dark, and
partially in ruins, whereas the rest of the houses are brightly colored in pinks, yellows, and
Miller, 2
greens, all with perfectly manicured green lawns. His appearance also separates him from the
rest of society, as he has very pale skin, dark under-eyes, black untamed hair, and wears gothic
industrial clothes. The able-bodied individuals often wear colorful or light clothes and appear
quite “ordinary”. The contrast created between Edward and society through set, clothing,
makeup, and hair design work to portray Edward and his disability as unusual, creepy, and
“other”. Peg even attempts to “normalize” his appearance by giving him different clothes to wear
and attempting to cover his scars with makeup, in the hopes that it will ease his transition into the
community. This film phenomenon is discussed by Martin F. Norden in his book The Cinema of
Isolation: A History of Physical Disabilities in the Movies. He argues that filmmakers will
separate disabled characters from their able-bodied peers not only through the storyline, but also
through a number of design elements. He also states that this technique allows filmmakers to
reflect an able-bodied point of view and reduce d.
Migrating to the Cloud Please respond to the following1. .docxjessiehampson
"Migrating to the Cloud" Please respond to the following:
1. Imagine that you are a CIO and you have been tasked to examine the process of moving from one host server or storage location to another. Predict two foreseen challenges of migrating an application to the cloud in a live migration and high- availability setting. Propose a preventative measure or a solution for each of these challenges.
2. Imagine that you are the CIO for a midsized organization in this industry. Determine, in 10 or less steps, the timeline for a live migration to the cloud in your organization. Determine the three greatest risks in this deployment.
.
Mike, Ana, Tiffany, Josh and Annie are heading to the store to get.docxjessiehampson
Mike, Ana, Tiffany, Josh and Annie are heading to the store to get some snacks. Mike has $1, Ana has $2, Tiffany has $3, Josh has $4, and Annie has $5.
What's the average (mean) amount of cash the five kids have? What's the median? A few days later, Annie's family won the lottery, and the kids go together to the store to get some snacks again. This time Mike has $1, Ana has $2, Tiffany has $3, Josh has $4, and Annie has wad of cash totaling $5,000.
What's the average (mean) amount of cash the five kids have this time? What's the median?
From part a, how have the mean and the median changed?
Which one - the mean or the median - is a better reflection of how much money they have together? Take you time before answering.
.
Michelle Wrote; There are several different reasons why an inter.docxjessiehampson
Michelle Wrote;
There are several different reasons why an intervention fails, such as the wrong intervention being selected or trying to solve the wrong problem. It is important that when performing and intervention that every thing have been severely observed and taken into consideration. I worked with an organization that was a travel agency, and they operated off of the commission that was collected from the booking that are processed, but they also provided a discount to the members that was taken out of the commission total. The issue was that when they initially opened the department there was no budget plan done and no guidelines were given, the agents were told to use discretion, and all though the department was a huge success in booking reservations they were still failing, because they were not withholding enough commission for the organization to operate under. Where the intervention process failed is that they never had formal training, which would have been a focus group to define the exact percentage to give to customer and the amount the organization needed to cover their overhead. During the meeting process there should have been definite guidelines to lead employees and managers from the accounting department so that the employees did not need to play the guessing game. Although they had the meeting nothing changed, because the problem was not solved with the employees and managers and was not addressed by the accounting department. The business is now in danger of folding because of the poor communication practices.
William Wrote:
Although what I am going to talk about is not my workplace but the place that I volunteer my time to sit on the board of directors for a non profit agency. As a board member we oversee the agency as a whole but we also break down into small committee groups to address needs as they arise. One of the committees that I am on is the planning committee. A change that was implemented by administration, program staff, and the board was all departments would start entering all their own data. At the time the agency had two data entry personal that was entering all agency data. So the change we made was that instead of hiring another data entry person we would require all programs to enter their own data into the collection software. This ended up being a failure that could have been huge had we not pulled reports the first two quarters of the year. What we found was some programs were right on target with getting their information entered with the first quarter. The Executive Director addressed this with staff. When the second quarter reports were pulled the data did not get any better. As an agency this failed due to program staff just did not have the appropriate time to take on more data entry. The agency ended up where we should have to start off, hiring another data entry staff member. I will say with this failure it actually turned into a very positive experience over all.
.
Midterm Lad Report 7
Midterm Lab Report
Introduction
Cellular respiration refers to all the metabolic processes and chemical reactions that take place in living organisms, particularly at the cellular level. These processes focus on the extraction of energy from nutrients. It is also responsible for converting the biochemical energy into 'adenosine triphosphate' (ATP) by the breakdown of sugars in the cells (Bennet 58). Cellular respiration is also responsible for the process by which cells release chemical energy required for conducting cellular activities. The reactions and processes facilitate the release of waste products from the cells. This experiment seeks to conduct a study of the processes and reactions involved during cellular respiration. The experiment will include several activities, such as having a study on the amount of Carbon dioxide produced during the experiment.
The number of levels of the growth of a yeast medium as a dependent variable will also be monitored during the experiment. There are other several independent variables associated with the experiment. These independent variables include sugar and temperature, among others, and their role in the experiment were also monitored. The experiment design involved the use of airtight balloons capped over reaction chambers that were used to collect the Carbon dioxide produced during the experiment. The reaction chambers contained sugars and yeast medium, which facilitated the reactions. Thermometers and pH scale were used to monitor the changes in temperature and acidity levels during the experiment. The paper involves a lab design that institute steps such as arranging the bottles used on the experiment. Notably, a proper arrangement to make sure that all the carbon dioxide released during the respiration process is well tapped in the bottles for correct lab results
Methodology
The actual procedure for experimenting involved taking measurements and recording of all observations made during the experiment. For accurate results, measures were taken three times, and a mean measurement was calculated and recorded. Winzler asserts that the mean obtained from the measurements should be used to calculate the standard deviation, which in turn facilitated the calculation of uncertainty (276). Below are the steps for conducting the experiment. It is essential to read the instructions carefully safety and accuracy during the experiment. Notably, all the lab and experiment results were well observed and thus making sure that there are limited errors in the whole process.
Consequently, all the steps required in the lab report were also clearly followed to help in getting the correct data and even not to affect the whole experiment process. The experiment involved setting the apparatus as per the set standard and the requirement. As per this concept, all the apparatus were set in a proper way to avoid vague results. Notably, to get the correct measurement and results, it is import.
MicroEssay Identify a behavioral tendency that you believe.docxjessiehampson
MicroEssay
Identify a behavioral tendency that you believe you have inherited (one that is determined, at least in part, by your genetic make-up). Explain the ways you think this trait has been affected by your environment by applying the different types of gene x environment correlations to your example (passive, evocative, and active)? What does this suggest about the nature-nurture debate?
.
MILNETVisionMILNETs vision is to leverage the diverse mili.docxjessiehampson
MILNET
Vision
MILNETs vision is to leverage the diverse military experience of Crawford employees to create awareness opportunities that help forester an appreciation, understand, and respect for the military culture and members we serve
Benefits
· Know our Members
· Support recruiting and retention
· Facilitate transition from military to Crawford
· Centralized source to connect with peer veterans
· Provide Member Experience, Marketing, and other Crawford initiatives and expert knowledge base.
MILNET Leadership Team (Volunteer position)
· Event & Volunteer Lead- Plan and execute mandatory enterprise events
· Technology Lead- Maintain MILNET budget throughout the year and reports overview or expenses monthly
· MILNET Spouse Lead- Ensures connect of sites are up to date/accurate, to include Veteran/Military Spouse Registration
· Secretary-Manages relationships by identifying opportunism for partnership
· Communications/Marketing Lead- Communicates to the MILNET community regularly via multiple channels (Email, Internal Social) regarding upcoming events, announcement, and other communications.
Background
Grandfather Air force
Parents- Army
Myself- Army
Spouse Army
Skills
Knowledgeable
Passionate
Qualified
Education
-Associates Accounting
-Bachelor’s in business and HR
-MRA w/ HR concentration
1 – Paragraph for each question (Professional answers)
Question 1- What is your visions of MILNET?
Question 2-How would your selection impact the Leadership Team?
.
midtermAnswer all question with proper number atleast 1 and half.docxjessiehampson
midterm
Answer all question with proper number atleast 1 and half page
APA FORMAT SIZE 12
1. Why is culture important to political scientists?
2. How is political science an interdisciplinary major?
3. How can politics be treated as a science?
4. Describe how modern liberalism differs from classical liberalism and explain how modern conservatism related to classical liberalism?
5. Explain how nationalism can be dangerous to a nation. Use both theoretical ideas and concrete examples to support your claims
6.
Evaluate the "end of ideology" argument by considering the facts that fit and contradict this view on today's world
7. What are the means by which power is institutionalized? What makes for good institutions? Provide examples from the United States and one other country
8. Identify the purposes of constitutions and explain why they are necessary
9. Describe how the principle of separation of powers is manifested in the U.S. Constitution and explain how this principle has evolved over time in the United States.
10. Bonus Question: What are the 10 Bill of Rights
.
Midterm QuestionIs the movement towards human security a true .docxjessiehampson
Midterm Question
Is the movement towards human security a true paradigm shift? In answering this question make sure to consider which of the authors whom you have read in Weeks one to four of the course support your view and which do not. *The sole use of attached readings is required for the midterm*
Midterm Assignment – Instructions (Read Carefully)
In university courses, assignments (or assessments) are meant to give students the opportunity to demonstrate what they have been learning in the course – and give instructors evidence that such learning is occurring within the classroom. Because of these objectives, it is imperative to incorporate the specifics of what you’ve been studying in the course into your writing assignments. You accomplish this by answering the Midterm question in the assessment via the course objectives and readings from the course. The midterm will cover the following objectives:
1. Describe the role of rapid globalization in changing perceptions of security
2. Identify key threats to human security (food security, personal security, environmental security)
3. Apply the concepts of human security
4. Compare and contrast traditional international relations approaches to security with the doctrine of human security.
Additional Instructions
To answer the Midterm question you will write an analytical essay. The analytical essay is a practical approach to solving a problem. So think of this essay question as you would an assignment from your boss: “I need you to take a look at this problem and solve it for me using things from your IR toolkit (what you have learned, or know). Present a well-written, concise answer to me in four pages. I need it by tomorrow morning.” This is how it happens in the real world, and this is what we want to prepare you to do. To achieve this structure of the essay please keep the following tips in mind:
1. Remember that the analytical essay is highly-structured. Each paragraph should look like the others in terms of style and substance. Writing to the limit of four pages is an art and something you need to learn to do. So, don’t write fewer than four pages and don’t write more. You may need to write over just a little and then edit away the extra parts of the essay to reach the concise four pages.
2. Review your submission and make sure that you have covered the requirements of the assignment using only material from the lessons and readings.
Format for the Essay:
1. Do not use a cover page. Instead, create a header with your name, assignment name, and date. To do this in Word, go to “insert” and then “header.” Do the same thing to insert a ‘footer’ and include page numbers. If you need help, use the ‘help’ function to learn more within Word.
2. Your submission should be four pages (no more, no less) and look like this:
a. Introduction: Introduce your topic & include a thesis. To help you set up your analytical essay include three reasons why you agree or disagree with the midterm quest.
MGT/526 v1
Wk 2 – Apply: Organizational Analysis
MGT/526 v1
Page 2 of 2
Wk 2 – Apply: Organizational AnalysisInstructions
Complete the worksheet based on your chosen organization. Use Business Source Complete and your selected company’s website, annual report, and other available sources. Part 1: Organization Information
Organization
Define your chosen company and its industry.
Mission and Vision
Identify the mission and vision of the organization.
Mission
Vision
Organizational Initiatives
Outline 1-2 major initiative for this organization. What are they currently doing to support these initiatives?
Organizational Plans
Describe the plans employed by the organization. Determine which types of managers create each type of plan.
Type of Plan
Description
Type of Manager
SWOT Analysis
There are various factors within the external environment of an organization that impacts its strategy.
Analyze the organization’s SWOT analysis. Identify the internal and external factors. Include a link to the SWOT analysis in the Reference section of this worksheet.
Internal Factors
External Factors
Part 2: Evaluation
Evaluate if the mission, vision, planning process, and SWOT analysis meets the current needs of the organization. Include the following in your evaluation:
· Describe the unmet need, (not limited to product or service, can be new demographic, new mode of delivery, etc.).
· Analyze your competitive advantages.
· Based upon the SWOT analysis, is there another business that is doing something similar that can be referred to? Provide examples.
· If there is not another business, describe how what you’re doing is a unique product or service offering.
· Propose a competitive business initiative to address the unmet need.
· Create a high-level timeline and operational steps necessary to implement your solution. References
Include a link to theSWOT analysis.
Copyright 2020 by University of Phoenix. All rights reserved.
Copyright 2020 by University of Phoenix. All rights reserved.
COUN 6785: Social Change in Action:
Prevention, Consultation, and Advocacy
Social Change Portfolio
M. Negrón
Contents
Introduction
Scope and Consequences
Social-ecological Model
Theories of Prevention
Diversity and Ethical Considerations
Advocacy
INTRODUCTIONAdressing Teen Pregnancy in Pittsburg, California
In more recent years, there has been an effort in my community to address teen pregnancy due to its growing rates. Over the years teen pregnancy rates have continued to rise in Contra Costa County as well as surrounding counties. Unfortanately, the town I come from is a small town within Contra Costa County so resources are limited. In order to address teen pregnancy there needs to be easier access to resources to prevent teen pregnancy from occurring. Teen pregnancy can lead to a number of different problems such as low socioeconomic status, greater chance of contracting a sexually transmitted infec.
Microsoft Word Editing Version 1.0Software Requirement Speci.docxjessiehampson
This document provides a software requirements specification for Microsoft Word 2016. It includes an introduction, purpose, scope, definitions, and overview. Use cases are defined for signing in, opening, creating new files, saving, saving as, exporting, printing, and changing fonts. Requirements cover performance, usability, supportability, configurability, and recoverability. The 8 use cases are then described in more detail with normal and alternate flows and screenshots.
Microsoft Windows implements access controls by allowing organiz.docxjessiehampson
Microsoft Windows implements access controls by allowing organizations to define users, groups, and object DACLs that support their environment. Organizations define the rules, and Windows enables those rules to be enforced.
Answer the following question(s):
Do you think access controls are implemented differently in a government agency versus a typical information technology company? Why or why not?
2. Do you think access controls differ among private industries, such as retail, banking, and manufacturing? Why or why not?
.
MGT520
Critical Thinking Writing Rubric - Module 10
Exceeds
Expectation
Meets Expectation Below Expectation Limited Evidence
Content, Research, and Analysis
21-25 Points 16-20 Points 11-15 Points 6-10 Points
Requirements Exceeds
Expectation -
Includes all of the
required
components as
specified in the
assignment.
Meets Expectation-
Includes most of
the required
components as
specified in the
assignment.
Below Expectation-
Includes some of
the required
components as
specified in the
assignment.
Limited Evidence -
Includes few of the
required
components as
specified in the
assignment.
21-25 Points 16-20 Points 11-15 Points 6-10 Points
Content Exceeds
Expectation -
Demonstrates
substantial and
extensive
knowledge of the
materials, with no
errors or major
omissions.
Meets Expectation-
Demonstrates
adequate
knowledge of the
materials; may
include some
minor errors or
omissions.
Below Expectation-
Demonstrates fair
knowledge of the
materials and/or
includes some
major errors or
omissions.
Limited Evidence -
Fails to
demonstrate
knowledge of the
materials and/or
includes many
major errors or
omissions.
25-30 Points 19-24 Points 13-18 Points 7-12 Points
Analysis Exceeds
Expectation -
Provides strong
thought, insight,
and analysis of
performance
management
system, concepts
and applications.
Meets Expectation-
Provides adequate
thought, insight,
and analysis of
performance
management
system, concepts
and applications.
Below Expectation-
Provides poor
thought, insight,
and analysis of
performance
management
system, concepts
and applications.
Limited Evidence -
Provides little or no
thought, insight,
and analysis of
performance
management
system, concepts
and applications.
13-15 Points 10-12 Points 7-9 Points 4-6 Points
Sources Exceeds
Expectation -
Sources go above
and beyond
required criteria,
and are well
chosen to provide
effective
substance and
perspectives on
the issue under
examination.
Meets Expectation-
Sources meet
required criteria
and are adequately
chosen to provide
substance and
perspectives on the
issue under
examination.
Below Expectation-
Sources meet
required criteria,
but are poorly
chosen to provide
substance and
perspectives on the
issue under
examination.
Limited Evidence -
Source selection
and integration of
knowledge from
the course is
clearly deficient.
Mechanics and Writing
5 Points 4 Points 3 Points 1-2 Points
Demonstrates Exceeds Meets Expectation- Below Expectation- Limited Evidence -
MGT520
Critical Thinking Writing Rubric - Module 10
college-level
proficiency in
organization,
grammar and
style.
Expectation -
Project is clearly
organized, well
written, and in
proper format as
outlined in the
assignment. Strong
sentence and
paragraph
structure; contains
no errors in
grammar, spelling,
APA style, or APA
citations and
references..
Midterm PaperThe Midterm Paper is worth 100 points. It will .docxjessiehampson
Midterm Paper
The Midterm Paper is worth 100 points. It will consist of a 500 word written description and analysis of a work of art using terminology from Chapters 2-5.
For this assignment, you are to discuss the form, content, and subject matter of a work of art chosen from the list provided. This is an exercise in recognizing visual elements and principles of design in works of art and demonstrating an understanding of how they relate to each other to create meaning. This paper is about looking and seeing. This is not a research paper; you will not need to do additional research. Please follow the outline provided below.
First: Select a work of art
Select one of the following listed works of art:
Circle of Diego Quispe Tito.
The Virgin of Carmel Saving Souls in Purgatory
. Late 17th century. Fig. 1.22, pg. 17.
Henri Matisse.
Large Reclining Nude
. 1935. Fig. 4.24, pg. 85.
Faith Ringgold.
Tar Beach
. 1988. Fig. 13.18, pg. 219.
Henry Ossawa Tanner.
The Banjo Lesson
. 1893. Fig. 21.15, pg. 373
Andy Warhol.
Marilyn Diptych
. 1962. Fig. 24.23, pg. 447.
Format
Describe the use of each visual element and principle of design in the order they are listed in the outline. You can simply list each term and address how it is used in the painting. If you write in paragraph form be sure to identify each term clearly. Any term not addressed will receive 0 points. Provide specific examples. For example, don’t just say “there are lines,” give specific examples of how line is used in the piece you’ve selected.
Papers should be 500 words minimum (not including images), double-spaced, 10 or 12 point, with 1" margins. The preferred format is Microsoft Word (.doc or .docx). If these formats are not available, other acceptable formats are ASCII (.txt), rich text format (.rtf), Open Office (.odt), and PDF. Make sure you proofread your papers for incorrect grammar, spelling, punctuation, and other errors.
The Midterm Paper is due at 11:59 pm CT Sunday of Week 4.
Midterm Paper Outline
Introduction (First Paragraph)
In the first paragraph, called the introduction, you will include:
An identification of the work of art you selected: The name of the artist, title (which is underlined or italicized every time you use the title in your paper), date, and medium.
Your initial interpretation of the subject based on your initial observations.
Description
Describe how each of the following is used in the piece you selected.
Visual Elements
:
Line: what types of lines do you see in the piece? Provide examples.
Shape: what types of shapes do you see? Provide examples.
Mass: How is mass implied?
Space: How is the illusion of space created in the piece?
Time and Motion: Are time and motion evident in tis piece? How so?
Light: How is light used here?
Color: How does the artist use color?
Texture: How does the artist create the illusion of texture, or incorporate actual texture
Principles of Design
Unity and Variety: In what way is this pi.
Miami Florida is considered ground zero for climate change, in parti.docxjessiehampson
Miami Florida is considered ground zero for climate change, in particular rising seas will not only drown coastal sections of the city but will disrupt our local supply of drinking water.
Based on what you have learned so far from this class, discuss the following:
Explain where the drinking water from South Florida primarily comes from and why would rising sea levels disrupt this supply?
What efforts can be made and are being made to mitigate the effects of rising seas on our drinking water?
If you were a local politician, what advice would you give to state and federal officials on the best way to ensure residents in South Florida had a steady supply of drinking water for many years to come?
.
MGT230 v6Nordstrom Case Study AnalysisMGT230 v6Page 2 of 2.docxjessiehampson
MGT/230 v6
Nordstrom Case Study Analysis
MGT/230 v6
Page 2 of 2
Nordstrom Case Study Analysis
Nordstrom—“High Touch” with “High Tech”
How does Nordstrom stay profitable despite dips in consumer spending, changing fashion trends, and intense competition among retailers? One answer: Acute attention to detail and well-laid plans.
All in the Family
The fourth generation of family members that runs Nordstrom has brought the store’s time-honored and successful retail practices into a new era. “Nordstrom, it seems, is that rarity in American business: an enterprise run by a founding family that hasn’t wrecked it,” says one business writer. The company provides a quality customer experience via personalized service, a compelling merchandise offering, a pleasant shopping environment, and increasingly better management of its inventory.
Secret of Success
The secret of this company’s success lies in its strategic planning efforts and the ability of its management team to set broad, comprehensive, and longer-term action directions, all of which are focused on the customer experience. The current generation of Nordstrom family members was quick to spearhead an ultramodern multimillion-dollar, Web-based inventory management system. This upgrade helped the company meet two key goals: (1) correlate purchasing with demand to keep inventory as lean as possible, and (2) give customers and sales associates a comprehensive view of Nordstrom’s entire inventory, including every store and warehouse.
Demand Planning
Instead of relying on one-day sales, coupon blitzes, or marking down entire lines of product, Nordstrom discounts only certain items. “Markdown optimization” software assists in planning more profitable sale prices. According to retail analyst, Patricia Edwards, this helps Nordstrom calculate what will sell better at different discounts and forecast which single items should be marked down. If a style is no longer in demand, the company can ship it off to its Nordstrom Rack outlet stores. It’s all part of Nordstrom’s long-term investment in efficiency. “If we can identify what is not performing and move it out to bring in fresh merchandise,” says Pete Nordstrom, “that’s a decision we want to make.”
Inventory Planning
Although inventory naturally fluctuates, Nordstrom associates can easily locate any item in another store or verify when it will return to stock. Customers on their smart phones and associates behind sales counters see the same thing—the entire inventory of Nordstrom’s stores is presented as one selection, which the company refers to as perpetual inventory. “Customer service is not just a friendly, helpful, knowledgeable salesperson helping you buy something,” says Robert Spector, retail expert and author of The Nordstrom Way. “Part of customer service is having the right item at the right size at the right price at the right time. And that’s something perpetual inventory will help with.”
The upgraded inventory management system was an .
ISO/IEC 27001, ISO/IEC 42001, and GDPR: Best Practices for Implementation and...PECB
Denis is a dynamic and results-driven Chief Information Officer (CIO) with a distinguished career spanning information systems analysis and technical project management. With a proven track record of spearheading the design and delivery of cutting-edge Information Management solutions, he has consistently elevated business operations, streamlined reporting functions, and maximized process efficiency.
Certified as an ISO/IEC 27001: Information Security Management Systems (ISMS) Lead Implementer, Data Protection Officer, and Cyber Risks Analyst, Denis brings a heightened focus on data security, privacy, and cyber resilience to every endeavor.
His expertise extends across a diverse spectrum of reporting, database, and web development applications, underpinned by an exceptional grasp of data storage and virtualization technologies. His proficiency in application testing, database administration, and data cleansing ensures seamless execution of complex projects.
What sets Denis apart is his comprehensive understanding of Business and Systems Analysis technologies, honed through involvement in all phases of the Software Development Lifecycle (SDLC). From meticulous requirements gathering to precise analysis, innovative design, rigorous development, thorough testing, and successful implementation, he has consistently delivered exceptional results.
Throughout his career, he has taken on multifaceted roles, from leading technical project management teams to owning solutions that drive operational excellence. His conscientious and proactive approach is unwavering, whether he is working independently or collaboratively within a team. His ability to connect with colleagues on a personal level underscores his commitment to fostering a harmonious and productive workplace environment.
Date: May 29, 2024
Tags: Information Security, ISO/IEC 27001, ISO/IEC 42001, Artificial Intelligence, GDPR
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Find out more about ISO training and certification services
Training: ISO/IEC 27001 Information Security Management System - EN | PECB
ISO/IEC 42001 Artificial Intelligence Management System - EN | PECB
General Data Protection Regulation (GDPR) - Training Courses - EN | PECB
Webinars: https://pecb.com/webinars
Article: https://pecb.com/article
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Slideshare: http://www.slideshare.net/PECBCERTIFICATION
How to Build a Module in Odoo 17 Using the Scaffold MethodCeline George
Odoo provides an option for creating a module by using a single line command. By using this command the user can make a whole structure of a module. It is very easy for a beginner to make a module. There is no need to make each file manually. This slide will show how to create a module using the scaffold method.
The simplified electron and muon model, Oscillating Spacetime: The Foundation...RitikBhardwaj56
Discover the Simplified Electron and Muon Model: A New Wave-Based Approach to Understanding Particles delves into a groundbreaking theory that presents electrons and muons as rotating soliton waves within oscillating spacetime. Geared towards students, researchers, and science buffs, this book breaks down complex ideas into simple explanations. It covers topics such as electron waves, temporal dynamics, and the implications of this model on particle physics. With clear illustrations and easy-to-follow explanations, readers will gain a new outlook on the universe's fundamental nature.
This presentation includes basic of PCOS their pathology and treatment and also Ayurveda correlation of PCOS and Ayurvedic line of treatment mentioned in classics.
Walmart Business+ and Spark Good for Nonprofits.pdfTechSoup
"Learn about all the ways Walmart supports nonprofit organizations.
You will hear from Liz Willett, the Head of Nonprofits, and hear about what Walmart is doing to help nonprofits, including Walmart Business and Spark Good. Walmart Business+ is a new offer for nonprofits that offers discounts and also streamlines nonprofits order and expense tracking, saving time and money.
The webinar may also give some examples on how nonprofits can best leverage Walmart Business+.
The event will cover the following::
Walmart Business + (https://business.walmart.com/plus) is a new shopping experience for nonprofits, schools, and local business customers that connects an exclusive online shopping experience to stores. Benefits include free delivery and shipping, a 'Spend Analytics” feature, special discounts, deals and tax-exempt shopping.
Special TechSoup offer for a free 180 days membership, and up to $150 in discounts on eligible orders.
Spark Good (walmart.com/sparkgood) is a charitable platform that enables nonprofits to receive donations directly from customers and associates.
Answers about how you can do more with Walmart!"
हिंदी वर्णमाला पीपीटी, hindi alphabet PPT presentation, hindi varnamala PPT, Hindi Varnamala pdf, हिंदी स्वर, हिंदी व्यंजन, sikhiye hindi varnmala, dr. mulla adam ali, hindi language and literature, hindi alphabet with drawing, hindi alphabet pdf, hindi varnamala for childrens, hindi language, hindi varnamala practice for kids, https://www.drmullaadamali.com
A review of the growth of the Israel Genealogy Research Association Database Collection for the last 12 months. Our collection is now passed the 3 million mark and still growing. See which archives have contributed the most. See the different types of records we have, and which years have had records added. You can also see what we have for the future.
How to Manage Your Lost Opportunities in Odoo 17 CRMCeline George
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Volume 30 Number 2 Spring 2005Leadership EditionCo.docx
1. Volume 30 Number 2 Spring 2005
Leadership Edition
Contents
A New Paradigm: Entrepreneurial Leadership
Lloyd W. Fernald, Jr., George T. Solomon, and Ayman
Tarabishy . . . . . . . . . . . . 1
The Emerging Role of the “Sales Technologist”
David J. Good and Roberta J. Schultz . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . 11
Leadership and Upward Influence: A Survey of Business School
Deans
J. Michael McDonald and Carl W. Gooding . . . . . . . . . . . . . . .
. . . . . . . . . . . . . 21
A Preliminary Model of Abusive Behavior in Organizations
Matthew Valle . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . 27
Southern Business Review
Spring 2005 Volume 30 Number 2
RONALD E. SHIFFLER, DEAN
College of Business Administration, Georgia Southern
2. University
WILLIAM W. MCCARTNEY AND DARRELL F. PARKER,
CO-EDITORS
JAMES E. DAVIS, JR., MANAGING EDITOR
Editorial Review Board
Robert J. Angell
NC A&T State University
Edwin W. Arnold
Auburn University-Montgomery
H. Kent Baker
The American University
S. J. Chang
Illinois State University
Richard M. Conboy
UNC-Charlotte
Philip P. Crossland
University of Missouri-Kansas City
Lester Digman
University of Nebraska
John Eatman
UNC-Greensboro
Karen L. Fowler
University of Northern Colorado
Charles R. Franz
3. University of Missouri-Columbia
Joseph A. Giacalone
St. John's University
David Good
Grand Valley State University
Al L. Hartgraves
Emory University
Jerry G. Hunt
East Carolina University
William W. McCartney
Georgia Southern University
Carl McDevitt
Auburn University-Montgomery
Muroki F. Mwaura
William Paterson University
Steve Norman
University of Nebraska
Jerome S. Osteryoung
Florida State University
James A. Pope
University of Toledo
Niles Schoening
University of Alabama-Huntsville
JoAnna Burley Shore
4. Frostburg State University
Robert W. Stone
University of Idaho
Dai Tanno
Aomori Public College
Michael J. Toma
Armstrong Atlantic State University
Sheb L. True
Kennesaw State University
Robert J. Walsh
Marist College
William H. Wells
Georgia Southern University
Douglas E. Ziegenfuss
Old Dominion University
The Southern Business Review is published semi-annually, in
spring and fall, by the College of Business Administration,
Georgia
Southern University, Statesboro, Georgia 30460. The annual
subscription rate for the SBR is $12.00 domestic and $15.00
international. The SBR does not prepare reprints of individual
articles; however, these are available from ProQuest
Information
and Learning (www.il.proquest.com).
The information and conclusions presented in the SBR are those
of the authors and do not necessarily reflect those of the
Office of Publications & Faculty Research Services, College of
5. Business Administration, or Georgia Southern University. The
authors assume such responsibility.
Copyright 2005, College of Business Administration, Georgia
Southern University. Third-class postage paid at Statesboro,
Georgia 30458.
Southern Business Review Spring 2005 1
Lloyd W. Fernald, Jr., D.B.A.,
is professor of management,
Management Department,
College of Business
Administration, University of
Central Florida, Orlando, FL
32817.
George T. Solomon, D.B.A., is
associate professor of
entrepreneurship, The
George Washington
University, Washington, DC
20052.
Ayman Tarabishy, is a
doctoral student, The
George Washington
University, Washington, DC
20052.
A New Paradigm:
Entrepreneurial Leadership
Lloyd W. Fernald, Jr., George T. Solomon, and Ayman
6. Tarabishy
As the 1990’s gave way to
the next millennium, the
current social, economic, and
political environments were
constantly being affected by
the actions of entrepreneurs
and entrepreneurial ventures.
The current literature in
entrepreneurship devotes
considerable discussion to the
role entrepreneurs play within
their businesses and as
opinion leaders in their
markets and the general
economy. Often described as
innovators, paradigm pioneers,
and visionaries, entrepreneurs
are confronted with the issue
of developing leadership
qualities in order to grow their
businesses and to transform
them to a level of profes-
sionalism.
Since the 1980’s, an
increased level of entre-
preneurial activity has
spawned, not only because of
the electronic age but due to a
plethora of new materials,
products, financial networks,
joint venture possibilities, and
paradigmatic changes in
7. politics, economics, and
societies. It appears a whole
new remodeling of the ways in
which business, communica-
tion, and government are
conducted has emerged. Thus,
it is imperative for anyone
involved in entrepreneurial
ventures, especially the
entrepreneur, to fully
comprehend the impor-tance
of sound leadership practices.
This article attempts to
reveal those characteristics
common to both successful
leaders and entrepreneurs who
operate in dynamic, changing
environments. It also attempts
to show the characteristics
entrepreneurs use to cope with
their need to excel and explore
new vistas. In essence, it seeks
to demonstrate a new style of
evolving leadership, entrepre-
neurial leadership, which
offers a break from the past
and movement into the future.
Literature Review
Entrepreneurship is a
relatively new, sometimes
controversial, and burgeoning
field of management research.
8. Leadership has been studied
since around 500 BC. New to
the field is the subject of
entrepreneurial leadership.
Both entrepreneurship and
leadership will be briefly
discussed in turn.
Entrepreneurship
Selection of the
appropriate basis for defining
and understanding entrepre-
neurs created a challenging
problem for entrepreneurial
research. More than ten years
ago, the field of research was
described as young, i.e., in its
formative stage (Paulin,
Coffey, & Spaulding, 1982;
2 Spring 2005 Southern Business Review
Perryman, 1982; Peterson &
Horvath, 1982; Sexton,
1982). Even now, no
generally accepted definition
of an entrepreneur exists, and
the literature is replete with
criteria ranging from creativity
and innovation to personal
traits such as appearance and
style. Models of the entre-
preneur are almost as plentiful
9. as the number of researchers
studying entrepreneurs
(Churchill & Lewis, 1986;
Cunningham & Lischeron,
1991).
Krackhardt (1995) stated
that research on entrepre-
neurship has defined
entrepreneurship in two ways,
the entrepreneurial firm and
entrepreneurial people. Entre-
preneurial firms are small
(Aldrich & Austen, 1986),
fast-growing (Drucker, 1985),
organic, and network-based
rather than mechanistic and
bureaucratic (Birley, 1986). In
studying work flow leadership,
a form of firm-level entre-
preneurship, Sayles and
Stewart (1995) defined
entrepreneurship as having
three components:
(1) it is activity that seizes
profit opportunities
without regard to
resources currently
controlled (Stevenson &
Jarillo, 1990);
(2) it expands existing
resources through
enhanced learning,
synergies, or boot-
10. strapping (Burgelman,
1983; Leibstein, 1968;
Stewart, 1989; Venkatara-
man, McMillan &
McGrath, 1992); and
(3) it promotes change and
innovation leading to new
combinations of resources
and new ways of doing
business (Burgelman,
1983; Schumpeter,
1943).
Entrepreneurial people take
advantage of opportunities to
acquire added value. This
definition sees entrepreneur-
ship as a behavioral char-
acteristic of employees and
managers in a firm, not as a
characteristic of the firm itself.
Stevenson, Roberts, and
Grousbeck (1989) argued that
entrepreneurship is an
approach to management.
They distinguished between
“promoters,” individuals
whose strategic direction is
driven by the perception of
opportunity, and “trustees,”
who are driven by the
resources they currently
control. One could argue from
11. this that “promoters” are
actually leaders while
“trustees” are managers.
Others, however, have written
that both management and
leadership skills play
important roles in determining
the growth rate of a small
business. The skills required
include
(1) seeing and clearly
communicating a clear
direction for the future,
(2) leading and motivating
others,
(3) recognizing shortcomings
in the team and supple-
menting those skills, and
(4) having the business skills
from an educational and
experience viewpoint
(Eggers, Leahy, &
Churchill, 1994).
Over the years, several
schools of thought on entre-
preneurship have been
generated that combine
psychological traits with
management/leadership skills.
With respect to entrepre-
neurial activities, most
12. important to entrepreneurs are
(1) seeking opportunities,
(2) needing to achieve set
goals,
(3) being independence-
minded,
(4) taking risks, and
(5) innovating (Lepnurm &
Bergh, 1995).
McClelland (1961) believed
that entrepreneurial behavior
was embedded in an indivi-
dual’s personality, the result
of one’s upbringing. Stewart
(1989) documented the “fire
in the belly” of employees who
are always “running hot”
within the firm. Thus, entre-
preneurial behavior appears to
be internal, similar to what is
often described as charact-
eristic of leaders.
Southern Business Review Spring 2005 3
Leadership
Zaleznik (1977) has
13. reported that managers and
leaders are different. They
differ in what they attend to
and how they think, work,
and interact. Also, managers
and leaders have different
personalities and experience
different developmental paths
from childhood to adulthood.
Further, managers perceive life
as a steady progression of
positive events, resulting in
security at home and at work.
Leaders are “twice born.”
They endure major events that
lead to a sense of separate-
ness, or perhaps estrangement,
from their environments
(James, 1985). As a result,
they turn inward in order to
re-emerge with a created
rather than an inherited sense
of identity. This condition may
be necessary for the ability to
lead. Finally, managers appear
to be narrowly engaged in
main-taining their identities
and self-esteem through
others. Leaders have self-
confidence growing out of the
awareness of who they are and
the visions that drive them to
achieve (Zaleznik, 1990).
Although research shows
that certain traits alone do not
14. guarantee leadership success,
evidence that effective leaders
are different from other people
in certain key respects exists.
Key leader characteristics are
(1) drive, which includes
achievement motivation,
ambition, energy, tenacity,
and initiative;
(2) leadership motivation;
(3) honesty and integrity;
(4) self-confidence;
(5) cognitive ability; and
(6) knowledge of the business.
The key leader characteristics
help the leader acquire
necessary skills, formulate an
organizational vision and an
effective plan for pursuing it,
and take the steps needed to
implement the vision into
reality (Kirkpatrick and Locke,
1991).
It is not necessarily the
individual possessing the most
formal authority who is the
leader in an organization, large
or small. The leader is anyone
15. who exerts influence over
others. Specific traits,
characteristics, and personal
attributes that will predict
superior performance in any
given role, team, and
organization can be identified
and defined.
Entrepreneurial Leadership
On the surface, one can
associate entrepreneurs with
leadership functions such as
providing vision to the
development of a new
product, service, or organiza-
tion. A leader has to be
entrepreneurial as well. It has
been written that entrepre-
neurial leadership deals with
concepts and ideas, and these
are often related to problems
that are not of an organiza-
tional nature (El-Namaki,
1992). Instead, they tend to
be individual characteristics or
behaviors. These include
vision, problem solving,
decision-making, risk taking,
and strategic initiatives. A
short discussion of each
follows.
Vision. Only in the first
decade of the 20th century has
16. the role of vision in the strate-
gic management process and
the possible relationship
between vision and creativity,
leadership, and entrepreneur-
ship been given much
attention. A vision is formu-
lated by explicitly identifying a
domain for competitive be-
havior, a set of sources of
competitive strength, and a
profile for resource capability.
A vision implies a capability
construct. This capability
construct is determined by
many factors including
managerial vision, competence
and capacity, logistic and
technological profiles, as well
as the financial resource
access of the firm. A good
vision is realistic and feasible.
It provides a challenge for the
whole organization and
mirrors the goals of its
constituents. Visions may be
killed by fear of mistakes,
inability to tolerate ambiguity,
and lack of challenge.
Problem solving. Task-
oriented leadership gets best
results with purely technical,
fact-based problems. Con-
sideration-oriented leadership
copes more effectively with
17. emotional, personal, and
interpersonal problems.
4 Spring 2005 Southern Business Review
Effective leadership must
solve, or face, problems
quickly and forcefully,
regardless of their nature.
Decision making. Man-
agers are more likely to seek
assistance from subordin-ates
in solving problems than when
making decisions. As a general
rule, whether leaders are
directive or supportive, they
know they must make
decisions that commit the
organization to critical actions.
If a leader avoids this respon-
sibility, subordinates will
poorly judge him or her and
the organization will suffer
accordingly.
Risk taking. Balancing
risk is a necessity of leader-
ship. Leaders must weigh the
multitudinous factors
involved, while understanding
that no one can predict the
future with certainty. Inability
to deal with uncertainty pre-
18. cludes an organization from
achieving its goals.
Strategic initiatives.
Leaders must have a vision
and plan for beyond a year or
two in order to achieve long-
term success (El-Namaki,
1992).
Entrepreneurial leadership
has been coined by those who
realize a change in leadership
style is necessary in order for
America’s businesses, large
and small, to be competitive
with the rest of the world.
Knowdell, Branstead, and
Moravec (1994) have noted
that corporations now undergo
paradigm shifts rather than
linear change. One such
paradigm shift is from a
“producer mentality” that
seeks instructions to an
“entrepreneurial mentality”
that seeks results. This has
lead to structural changes in
organizations and new ways of
doing business. The develop-
ment of the MacIntosh
computer is, perhaps, the
prime example. Other similar
“skunk works,” or entrepre-
neurial projects, are increasing
19. in number throughout corpor-
ate America.
One might question
whether entrepreneurial
leadership is truly a new style
of leadership, an escape from
management, or both. Since
the 1980’s, the concern has
been that major business
corporations have lost their
competitiveness through an
emphasis on management
rather than leadership. A
survey of 90 top executives
and entrepreneurs revealed
that the four basic compe-
tencies common to all leaders
are management of attention,
meaning, trust, and self-
esteem (Bennis, 1988).
Bennis’s research indicated
that potential entrepreneurs
are much more likely to have
had business-owning fathers
or relatives and to have owned
their own firms at some stage
of their careers. While no
differences were found
between subgroups in terms of
their needs for achievement or
their locus of control, the
likely entrepreneurs were
found to have a greater need
for autonomy, more creative
tendencies, and a higher
20. calculated risk-taking
orientation than other
managers. In all, factors in the
family background or personal
profile of managers that may
attract them to entrepreneur-
ship have some potential for
detecting entrepreneurs among
managers (Cromie &
O’Donaghue, 1992).
It is argued that the
organizational archetype of the
future will be entrepreneurial.
Its leadership, strategies, and
structure will reflect entre-
preneurial thinking with
associated characteristics, e.g.,
a problem-solving and action-
orientation. The characteristics
and behaviors that spell
success in entrepreneurial
firms and small businesses
now are being considered as
vital for success, even for large
transnational corporations.
That even large companies are
interested in this phenomenon
is reflected in the popularity of
what has been coined as
“Intrapreneurship” by Pinchot
(1985). Intrapreneurship is
said to exist in situations in
which individuals utilize
entrepreneurial thinking to
21. initiate and implement new
ideas within large corporations
(Chittipeddi & Wallet, 1991).
Based on these prescrip-
tions, and a myriad of other
sources too numerous to
mention here, the similarities
between what is known as
leaders and what is known as
entrepreneurs are consider-
able. Regardless of the amount
of study each has been given,
particularly with respect to
leaders, much learning is still
needed. Yukl (1994) reported
that, although the leadership
literature includes more than
5,000 studies, the confused
Southern Business Review Spring 2005 5
state of the field can be
attributed primarily to the
sheer volume of publications,
the disparity of approaches,
confusing terms, many trivial
studies, and the preference for
simplistic explanations. This
same charge has been levied at
the research involving
entrepreneurship (Vesper,
1996; Sexton & Kasarda,
1992; Zimmerer & Scar-
22. borough, 1996).
Nevertheless, much is
known about both leaders and
entrepreneurs. As discussed
earlier, both leaders and
entrepreneurs have been
studied relative to their traits,
skills, and behavioral
characteristics. Numerous
studies have been conducted
in an attempt to define a
successful leader or entrepre-
neur (Welsh & White, 1983).
The general agreement is that
a leader influences others
toward the attainment of a
vision and goals (Zaleznik,
1990; Stoner, 1995). A
successful entrepreneur,
likewise, influences those who
can help achieve a desired goal
or vision, whether the
entrepreneur is a banker or
other financial lender or those
who can help to manufacture
or distribute a product or
service. Many also agree that
leaders are visionary. They
know what they want and
where they want to go. They
have a vision of their goals
(Locke & Kirkpatrick, 1995;
Hajek, 1995). This is best
stated in a quote from
Theodore Hesburgh:
23. [t]he very essence of
leadership is that you
have a vision. It’s got
to be a vision you
articulate clearly and
forcefully on every
occasion. You can’t
blow an uncertain
trumpet (Brainyquote
.com, 2005).
Successful entrepreneurs also
envision the need for a
product or service and how
that product or service is to be
provided.
In summary, based on a
review of the literature, both
leaders and entrepreneurs are
successful largely to the extent
that they provide
(1) strategic leadership (vision
and long-term goals);
(2) problem-solving skills;
(3) timely decision-making;
(4) a willingness to accept
risks; and
(5) good negotiating skills.
24. “Successful” is a key adverb
and a vital factor in this
review. Clearly, many leaders
and entrepreneurs fail.
Whenever possible, the
authors have made an effort to
include only those behavioral
characteristics shared by
leaders and entrepreneurs that
lead to successful attainment
of visions and goals.
These characteristics are
intended to provide sufficient
information to support a basis
for the argument that the
behavioral characteristics of
leaders and entrepreneurs are
more similar than different. In
addition, it provides a basis
for viewing entrepreneurial
behavior as another type of
leadership. This is particularly
evident in view of the fact that
changes in the workplace are
demanding a new style of
leadership. A flatter organi-
zational hierarchy with its
shrinking management ranks
and less bureaucracy, coupled
with the push for greater
speed, better customer
responsiveness, and on-going
innovation, will require such.
Every employee will be
required to think and to act
25. like an owner/entrepreneur
(Turknett, 1995).
Methodology
Characteristics possessed
by both entrepreneurs and
leaders were collected from
various sources such as
journal articles, dissertations
and theses, books, and
magazine articles. These
characteristics were listed and
then compared, resulting in a
list of common characteristics.
No scale was attached to
these characteristics. The
existence of the characteristics
and the degree to which they
exist in any individual can be
6 Spring 2005 Southern Business Review
most reliably determined by
an in-depth, structured
interview by an experienced
and trained psychologist.
Nevertheless, the number of
times each characteristic was
noted in the review of litera-
ture was used to compare the
characteristics of leaders and
entrepreneurs.
26. Results
Table 1 identifies char-
acteristics that are associated
with successful entrepreneurs
and leaders and the number of
times those characteristics
have been noted in the
literature. Risk-taker,
achievement-orientated, and
creative are the most highly
cited characteristics among
entrepreneurs whereas
visionary, able to motivate,
charismatic, able to
communicate, honest and
sound, and trustworthy are
the most highly cited char-
acteristics among leaders. By
comparing the characteristics
of entrepreneurs and leaders,
a model can be developed that
specifies the personal char-
acteristics reflected in those
who practice entrepreneurial
leadership.
Characteristics that are
common to both entrepreneurs
and leaders are presented in
Table 2.
Table 2 reveals that the
characteristics common to
27. both entrepreneurs and
leaders are visionary, risk-
taker, achievement-orientated,
able to motivate, creative,
flexible, persistent, and
patient.
Discussion
Table 1 is the result of a
generally exhaustive search for
entrepreneur and leader
characteristics. Nevertheless,
only 136 sources were
included in this study. The
authors believe that the
numbers associated with each
of the characteristics would
Table 1
Characteristics of Entrepreneurs and Leaders*
Entrepreneurial Characteristics Leadership Characteristics
Able to motivate (3) Able to communicate (12)
Achievement orientated (15) Able to listen (9)
Autonomous (6) Able to motivate (15)
Creative (10) Able to work with others (7)
Flexible (2) Achievement orientated (7)
Highly tolerant of ambiguity (5) Charismatic (13)
28. Passionate (3) Committed to mission (7)
Patient (1) Creative (5)
Persistent (3) Flexible (6)
Risk-taker (24) Honest and sound (12)
Visionary (6) Patient (3)
Persistent (2)
Risk-taker (6)
Strategic thinker (5)
Trustworthy (12)
Visionary (29)
*Cites for these characteristics may be obtained from the
authors.
Southern Business Review Spring 2005 7
Table 2
Common Characteristics
Entrepreneur Leader
Able to motivate 3 15
Achievement orientated 15 7
Creative 10 5
29. Flexible 2 6
Patient 1 3
Persistent 3 2
Risk-taker 24 6
Visionary 6 29
change, perhaps considerably,
if more sources were included.
At the same time, the authors
believe that it is likely that the
same characteristics found in
Tables 1 and 2 would remain
in a future study.
Some of the characteristics
noted appear consistent with
anecdotal reports. For
example, entrepreneurs are
generally known as risk-
takers, high achievers, and
creative in their abilities to
produce unique goods and
services. Anecdotal evidence
suggests the most successful
leaders are visionaries.
Additionally, they are
charismatic, able to communi-
cate, have reputations of being
honest, and are trusted by
others. Conversely, while
anecdotal evidence suggests
30. that such characteristics as
autonomous, highly tolerant of
ambiguity, passionate, and
persistent are generally found
in entrepreneurs, the study
data support such, but reflect
a remarkably small number of
sources. So as with leaders, it
would appear from anecdotal
evidence that characteristics
such as achievement-oriented,
strategic thinker, and com-
mitted to mission would have
been more evident than the
data found in this study.
A more in-depth study
would likely shed light on this
issue. Nevertheless, the study
results reflect actual citations
in the entrepreneurship and
leadership journals. The data
provided are considered more
valid in describing entrepre-
neurs and leaders than that of
anecdotal evidence.
Table 2 is interesting as
well. Eight common char-
acteristics were found in
entrepreneurs and leaders.
Risk-taker clearly led all other
entrepreneurial characteristics,
and visionary was the
strongest characteristic in
31. leaders. These findings are
well-supported by anecdotal
evidence. Other characteristics
common to entrepreneurs and
leaders are not surprising,
with the possible exception
that the numbers were smaller
than the authors anticipated.
Table 2 offers researchers
several questions. When the
number of cites is small, such
as with “Patient,” should it be
discarded as a common
characteristic? Could other
characteristics be added to
this table? Most importantly,
does possessing the common
characteristics found in this
study predict an individual
whose performance would
exhibit entrepreneurial
leadership and successfully
contribute to an organization’s
success?
Conclusions
The findings of this study,
i.e., the common characteris-
tics shared by both
entrepreneurs and leaders,
represent an attempt to both
reveal the commonality of
32. 8 Spring 2005 Southern Business Review
these two populations and to
provide a base for further
studies on entrepreneurial
leadership. The lists shown in
Tables 1 and 2 include those
characteristics often found in
a successful leader or
entrepreneur. This information
may be helpful to individuals
considering the entre-
preneurial life or seeking other
leadership positions.
Clearly, much remains to
be done in clarifying the role
and characteristics of to-
morrow’s leaders. New
organizational designs, new
thinking patterns, and new
information systems will
require new leadership styles.
Entrepreneurial leadership
offers one answer. The
question remains as to
whether entrepreneurial
leadership will consist of the
characteristics found common
to both the successful
entrepreneur and leader in this
study.
Some will argue that
33. entrepreneurs are not neces-
sarily “good” or successful
leaders. Such doubters can
find support in the literature
for the iconoclastic char-
acteristics found in many
entrepreneurs that are
inconsistent with “good”
leadership characteristics. For
doubters, the term “entrepre-
neurial leadership” is seen as
an oxymoron, a combination
of terms that are contradictory
to what they have been
accustomed in the past.
Successful entrepreneurs,
however, have provided the
risk-taking, achievement
orientation, and creativity that
have lead to the birth and
growth of numerous major
firms in the U.S. and globally
and continue to do so. Entre-
preneurial thinking is being
increasingly demanded in even
the largest corporations.
More research in this area
is essential. Future studies
may rank preferences of the
characteristics of leaders and
entrepreneurs to permit a rank
order or other statistical
analyses of the characteristics
of leaders and entrepreneurs,
34. helping to further define the
characteristics needed for
entrepreneurial leadership.
References
Aldrich, H. & Austen, E. R.
(1986). Even dwarfs
started small: Liabilities of
age and size and their
strategic limitations.
Research in Organizational
Behavior, 8: 165-198.
Bennis, W. (1988). Ten traits
of dynamic leaders.
Executive Excellence: 8-9.
Birley, S. (1986). The role of
networks in the entre-
preneurial process. Journal
of Business Venturing,
1:107-117.
Brainyquote.com. [On-line].
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Southern Business Review Spring 2005 11
David J. Good, Ph.D., is
professor of marketing,
Grand Valley State
University, Grand Rapids, MI
49504.
Roberta J. Schultz, Ph.D., is
associate professor of
marketing, Western
Michigan University, Grand
Rapids, MI 49503.
The Emerging Role of
the “Sales Technologist”
David J. Good and Roberta J. Schutlz
Marketers have long
sought to craft marketplace
opportunities to provide a
differential advantage that is
43. both significant and
sustainable. Particularly
important in the sales
organization, creating and
maintaining a marketplace
advantage are often the keys
to success or failure. In this
pursuit, a host of strategies,
mechanisms, and processes
have evolved through
marketing departments as
managers constantly seek the
“best” tools for rapidly
changing marketplaces.
Employing considerable
resources to obtain such
marketplace advantages,
management has sought to
integrate many different
elements into the marketing
domain. One contemporary
effort that has received a great
deal of attention has been the
increased usage of sales force
automation, coupled with the
need to enhance the relation-
ship management of clients
through communications
technology. This effort has
resulted in an escalated need
to determine where and how
technology is being used in
personal selling (Widmier,
Jackson, & McCabe, 2002) to
44. maximize technological
integration within the sales
organization.
Correspondingly, sellers
have become increasingly
aggressive in recent years as
they seek and implement
constructive assets that
improve their positions and
opportunities for success. For
instance, training has become
a key strategic organizational
tool being visualized as an
important vehicle for success
(e.g., Leach & Liu, 2003).
Spending in some situations
more than $100,000 and two
years in the development of
one salesperson (Johnston &
Marshall, 2003) to cultivate a
competitive advantage in a
single territory, marketers
have demonstrated their
interest and willingness in
acquiring and deploying assets
that can cultivate a significant,
sustainable differential
advantage under virtually any
condition.
Actual applications of
sales force automation indicate
a range of failure that suggests
technology cannot be
45. automatically and easily
intertwined within the sales
force. One study used identity
theory to better understand
these failures and found
salespeople have positive
perceptions of the technology
immediately after the training;
however, six months after
implementation, the
technology had been widely
rejected (Speier & Venkatesh,
2002). To make sales
technology more functionally
valuable, some European
companies have discovered
that technology that dictates
how salespeople behave will
fail while technology that
respects how salespeople
really behave has a better
chance at success (Schrage,
2003). What this suggests is
that, while technology may be
12 Spring 2005 Southern Business Review
a positive force in some
situations, as with any tool, its
usage must be balanced
against the value it brings and
the resources required for its
implementation.
46. Similar advances in other
areas such as hiring practices,
market identification
techniques, strategic develop-
ment, and compensation
systems are but a few of the
elements considered for usage
in contemporary marketplaces
to gain a differential advant-
age by salespeople. The critical
issue as it relates to the sales
force, therefore, is that
marketing managers are
increasingly demonstrating a
willingness to take risks in
discovering tools and
strategies that maximize field
opportunities. In turn, the
failure to maximize situations
as they occur can result in
mixed opportunities.
As the shift toward
relational sales approaches
and emerging technologies
continues to drive the
changing nature of selling, it is
important for the sales
organization to identify,
explore, adjust to, and exploit
the needs of the marketplace
in highly competitive
situations. For example, the
critical role of marketing
communications as part of
relational strategies (Andersen,
47. 2001) suggests B2B sellers are
learning to craft relational
selling strategies in an
environment in which e-
commerce is increasingly
viewed as a critical
marketplace tool. In this
regard, most marketing tools,
whether implemented by
upper management or by local
field managers, are designed
to satisfy the core needs of the
seller (identify, explore,
adjust, and exploit). It is
reasonable to anticipate,
therefore, that when new
methods, processes, tools, and
strategies are considered for
future implementation, the
criterion for acceptance will
rest on this same ability to
meet selling needs.
It is in this spirit of sellers
constantly needing new tools
and strategies that this
research examines the
emerging role of the sales
organization becoming
oriented toward the usage of
technology. The next
generation of B2B sellers may
require a newer form of
specialists to manage this
focus on technology.
48. Why Combine Sales and
Technology?
Selling is evolving to the
point at which professionals
will have two related, but
quite separate skills.
Specifically, successful
contemporary B2B sellers will
increasingly need technological
abilities. For example, at the
Aetna Insurance Company,
educating sales professionals
about customer-facing
technology has become a high
priority (O’Donnell, 2003).
Facing the need to enhance
customer connections, a new
generation of sales strategies
starting to evolve is of a move
toward a “sales technologist”
(ST). As discussed in the
following sections, these
employees will assume a
broader marketing orientation
and will be less restricted to
specific functional areas as
they expand the role and
connections of traditional
salespeople.
What is a “sales
technologist”? The sales
technologist is, in most
49. contexts, an employee who
carries many of the traditional
sales responsibilities (e.g.,
creating revenue), but utilizes
technology as a critical sales
tool for strategic and tactical
purposes. The ST is primarily
focused on selling and
providing organizationally
required performance output.
As part of his/her performance
guidelines, he/she incorporates
contemporary technologies
into the selling effort. For
instance, STs seek methods in
which e-commerce efforts are
incorporated into relational
and selling efforts. This could
include fostering customer
relationship systems driven
through web order points,
customer records and
inventory management
systems, and automatic
reorder points derived from
the buyer to the seller. The
critical aspect of the sales
technologist is that he/she
utilizes contemporary
technologies to gain and retain
competitive advantages
through technology. Hence,
the ST is not tied to any
particular technology but to
technologies in general. As the
technologies change, so does
50. Southern Business Review Spring 2005 13
the focus on the types of tools
that the ST utilizes.
The sales technologist is
more of an operational title
than a functional title. These
employees may be drawn from
a variety of functional roles in
and out of the traditional sales
function. New to these
positions may be skilled
employees from finance,
logistics, information
technology, and other areas
previously not included in the
selling function. Possible titles
may include customer data
specialist, information
technology analyst, technology
solution advisor, customer
solutions developer, contact
center professional, or
professional services engineer.
These sales technologists will
become more skilled and
participative in a wider array
of organizational levels than
has previously existed for
those who came strictly from
the sales area of the business.
51. The inclination of many
managers when faced with the
challenge of hiring or de-
veloping a sales technologist
would be to employ someone
who is fundamentally
technologically inclined (e.g.,
computer analyst) and, then,
attempt to transform him/her
into a salesperson who
understands technology. A
number of years ago, when
selling was not considered to
be a professional skill, sales
organizations routinely found
salespeople internally from a
host of positions throughout
the company (e.g., engineers).
Employers found that simply
knowing the product, under-
standing the employer, and
being willing to hire a
technologist is not the same as
meeting the needs of the buyer
in competitive markets.
In today’s business
climate, more of what were
previously considered to be
non-boundary spanning
employees are now boundary-
spanning at an increasingly
fast pace. More of the
organization is interfacing
with customers. While these
52. non-customer contact
personnel may have been
socialized in a non-client
orientation, they may be likely
candidates to move into these
positions and receive the
additional training to handle
the customer development/
maintenance and sales
responsibilities. More
individuals are being asked to
wear multiple hats, and, just
as salespeople are also being
asked to provide return on
investment and become
finance-savvy employees,
finance people are becoming
increasingly sales- and
marketing-oriented. It is a
two-way street.
The wide range of
integration will, in turn, allow
B2B sellers to create more
sustainable advantages in
highly competitive markets. As
a result, organizations that
cultivate these STs will
prosper over those
organizations that reject their
usage. Changing the very
nature of the marketing
organization, this research
proposes that the usage of the
ST will foster an advantageous
atmosphere that will enrich
53. the competitive benefit of B2B
marketers.
The Emerging
Environment
The role of the salesperson
has historically and consis-
tently been defined in a
reasonably confined context
and structure. Producing
revenue through sales activity,
salespeople are expected in
very basic terms to retain
existing customers, find new
accounts, sell accounts,
and/or replace clients when
they depart. While other
general expectations of
salespeople often exist
(training new salespeople,
servicing complaints and
accounts, overseeing
territories, etc.), the main
managerial direction of the
salesperson has been altered
very little in recent decades.
Salespeople are first and
foremost expected to create
and maintain revenue. Of
course, the tactics underlying
this performance may vary, as
sellers utilize a variety of
mechanisms (e.g., relational
selling, major accounts,
54. teamwork) to accomplish
performance objectives.
Therefore, while the specific
content of how one engages
most effectively in selling for
particular markets may have
varied in recent years, the
focus has been on, and
continues to remain on,
revenue performance for the
vast majority of salespeople.
Pursuing increased
revenue as an outcome
14 Spring 2005 Southern Business Review
measure has been evidenced
by sales organizations seeking
various methods to enhance
their effectiveness in their
operational environments. For
example, while the ABC’s of
selling (“always be closing”)
were at one time considered
an effective selling method,
today’s environment relies
increasingly on creating and
maintaining long-term
relationships between clients
and sellers. Efforts to improve
B2B sales force productivity
have suggested revisions in the
way most sales divisions
55. traditionally view salesperson
time. Revenue per available
salesperson hour is proposed
to integrate the salesperson’s
time in calculations of sales
potential and revenue
generation (Siguaw, Kimes, &
Gassenheimer, 2003). As part
of this evolution, it will be
important to examine the
effects of technology-mediated
tools upon the important
relationship outcomes such as
trust and future intentions
(MacDonald & Smith, 2004).
The question for sales
organizations, therefore, rests
on the next major evolution in
the sales force. In this vein,
what strategic and operational
adjustments should manage-
ment make to prepare both
salespeople and customers for
the environment of the next
decade? Further, given that
the salesperson will continue
to sell products, how will
sellers be shaped to be able to
meet changing environmental
needs?
To respond to these con-
cerns, it has been proposed
industry is on the verge of a
56. third industrial revolution, in
which issues such as tech-
nology are becoming the
driving force of business
commerce. The rapid and
explosive growth of technology
has cultivated an environment
in which electronic commerce
has been widely adopted to
improve efficiencies in the
marketing of products
(Osmonbekov, Bello, &
Gilliland, 2002). This
environment needs visionaries
who are able to incorporate
increasingly rapid technologi-
cal changes with the needs of
the marketplace. This suggests
that the possibility of recasting
some of the sales force and
employees from other func-
tional areas as STs provides
interesting strategic and
operational opportunities for
B2B sellers.
Technology as an
Emerging Force
Sales organizations
increasingly operate in an
environment in which
participating in risk and
innovation is needed for a
trade-off of gain that would
not be otherwise possible. In
57. other words, successful sales
organizations are able to
respond to changing
conditions. Organizations that
conduct stagnant operations
and strategic actions in their
markets will eventually be
lead to declining performance
results. Several aspects of
salesperson attitudes
(perceived usefulness, attitude
toward the new system, and
compatibility) about sales
force automation technology
(Jones, Sundaram, & Chin,
2002) are worthy of
examination as they affect the
success of the business.
In an examination of
market conditions, a number
of changes have occurred over
the last several decades,
encouraging and demanding
successful firms to adjust to
environmental fluctuations.
For instance, a growing
diversity in the types,
locations, and nature of
purchases has reformulated
how many sellers are now
addressing their markets.
Changing market conditions
have forced sellers to alter
their methods of business in
58. order to survive. While other
alterations have occurred
during the past years,
dramatic changes have been
seen in the application, usage,
and management of data and
their transmission via
electronic mail (Bean, Boles, &
Rodriguez Cano, 2003) and
online databases (Wilson,
2003).
Rapid advancements in
computer and related
technologies have changed
how markets operate. For
instance, the rapid exchange
of information between
customers and sellers now
allows buyers to carry minimal
inventory, reduce costs, and
gain selective competitive
advantages. Subsequent
changes in e-commerce and
other related types of
technological progressions
Southern Business Review Spring 2005 15
have caused most organiza-
tions to adjust, at least to
some degree, how they do
business. These changes in
sales approaches and emerging
59. technologies require sales
managers to examine factors
important to the success of the
salespeople they hire. Skills,
content knowledge, attributes,
and historical indicants of
performance are such factors
to consider (Marshall, Goebel,
& Moncrief, 2003) for incor-
porating technology into the
sales force.
A tidal wave of technologi-
cal advancements has created
a new and very unique differ-
ential advantage among those
marketers able to capitalize on
these advance-ments. Among
the tools of the trade in the
sales arsenal is the irreplace-
able laptop. The ST would find
it difficult to work without the
ability to close sales in the
field. Mobile communication
allows instant contact with
sales staff personnel. Even
more important is the quick
access to clients. A popular
handheld device allows the ST
to receive calls and e-mails
simultaneously, enabling
negotiations of contract
specifications while communi-
cating with customer
employees. Increased coor-
dination and productivity
60. become the key component.
Even wireless ear pieces made
possible by Bluetooth allow
the ST to press a button to
talk even when the cell phone
is not in reach. Navigation
systems, powerful PDA’s that
quickly sync to office com-
puters, lightweight projectors
that eliminate compatibility
problems for presentations,
and small storage devices that
allow transfers of large data
files while at the client’s
premise are all tools to
differentiate a great marketing
firm from a mediocre firm
(Cummings, 2003).
Sales force automation
systems are electronic
software-based devices that
enable field salespeople and
companies to keep detailed
records of their dealings with
customers at all stages of the
sales cycle, from initial
contacts through closing
contracts. Companies have
found success with incorpora-
ting sales and automation
systems. The 60 or so
salespeople at Pegasus
Airwave, which markets
special air mattresses to
61. medical facilities, willingly
accepted a new online system
that helped speed up payments.
Completely Internet-based
systems such as MyNetSales
.com propose suitability for
small businesses. These
systems have the capability to
streamline the sales processes
in companies with several
different offices since
individual sites do not need
their own servers (Riggs,
2000). Those sales
organizations able to construct
and utilize technology in a
competitive sense within the
sales field are likely to gain a
sustainable advantage that will
enhance existing and future
buyer-seller connections. STs
offer unique opportunities and
challenges to the sales organi-
zations that utilize their skills
and knowledge.
Incorporating the Sales
Technologist
Sales organizations have
historically gone through a
number of positional changes
as market conditions have
demanded market adjust-
ments. For instance, a few
62. years ago many sales
organizations determined that
one method of creating greater
connections to major clients
was to create major accounts
managers. These individuals
were (and remain in many
sales organizations today)
chiefly responsible for crafting
better relationships with
significant accounts that
generated large amounts of
revenue. The idea behind the
concept rested on the notion
that better personal relation-
ships allowed for a stronger
understanding of the client,
and, through this
understanding, the potential
for greater amounts of long-
term revenue could be
generated. As in most
markets, the response of the
sales organization has been to
create connections with
customers that enhance oppor-
tunities for the buyer and
seller.
The specific type of
technologies utilized by the ST
is of little strategic importance
from the standpoint of the
organization. What is most
important is that because
technologies have, and always
63. will, change, organizations
16 Spring 2005 Southern Business Review
adopting STs as part of their
sales structures will syste-
matically ensure that these
professionals remain current
in the needed technologies of
that time period. Much like
the salesperson of the 70’s
who became more connected
to telecommunications (e.g.,
programs like “Phone Power”),
a similar type of role transfor-
mation will occur in the next
decade.
The role of this seller will,
in many cases, expand and be
more inclusive and participa-
tive in current technologies.
The move toward the ST is a
more formal recognition that
technologies need to be
increasingly incorporated into
the training and development
of sales organizations. As
such, technologies are not just
idle tools, but, instead, they
offer vibrant opportunities for
sellers to advance their
competitive causes. It is
64. critical in such environments
that sellers are able to
incorporate a variety of these
changing technologies into
their technological “tool
boxes,” as advancements
rapidly outdate new
innovations.
Of course, not all sales-
people, or their organizations,
will want or need their sellers
to become STs; however, it
appears that this role will
increasingly become merged
with the selling function, and
eventually most salespeople
will incorporate at least some
of the ST skills and
capabilities into their daily
functional responsibilities. In
the short-term, organizations
desiring this type of strategic
advantage will need to make
distinct structural decisions
that incorporate these skills
and knowledge into the selling
function. As such, the ST is a
unique professional offering an
array of qualities and skills.
Implications for Usage
of the Sales Technologist
A number of implications
65. can be gathered from the
utilization of an ST. These
implications represent impacts
at the organizational and
managerial levels. These
implications are provided in
Table 1 and are discussed in
more detail following the
table.
As noted in Table 1, a
number of organizational and
managerial implications exist
as they relate to the utilization
of the ST. While these
implications address a number
of issues that are germane to
the selling organization, they
are also implications that
impact top management and
Table 1
Implications of the Sales Technologist
Organizational Implications
Organizational support from upper management needed
Challenges in measuring outcome performance
Managerial blending of technologies with other organizational
tactics and strategies
Managerial Implications
Must continuously educate and re-retrain employees of seller
and
buyer in technologies
66. Impact on traditional monitoring (outcome versus behaviors
based)
Inter-departmental educational responsibilities
Ability to move between positions and/or between companies
Technology provides a common connection point and
mechanism
for communication within the selling organization and
externally
with the buying organization
Southern Business Review Spring 2005 17
ultimately customers. As a
result, selling organizations
need to closely consider these
implications before
determining if the utilization
of a technologist is in the best
interest of the firm.
For the principle of the ST
to succeed, upper management
organizational support of the
concept is strongly needed.
Because sales personnel have
many conflicting responsi-
bilities, it is easy for sales
managers to minimize the
technology aspect of
salespeople. Upper manage-
ment must commit to the
concept of the ST, and this
67. commitment must be
expressed throughout the
organization to clarify that its
usage and continuance is a
dominant beacon.
One of the chief problems
of using STs remains in that
its usage represents a
“blended strategy” designed to
incur long-term results
through some sort of synergy.
What this suggests is that the
ST is not a stand-alone
strategy or tool but is, instead,
part of a bigger set of organi-
zational issues designed to
work in combination with
other assets. Seldom is
technology able to be a stand-
alone tool in the marketing
organization since it offers no
immediate advantages to
clients unless it is directly
linked with advantages
customers need. As a result,
technologies utilized to
advance selling strategies need
to be aligned with these
strategies, ensuring
consistency in assignments,
principles, objectives, and
resources. For example, if
relational selling is the
selected message a seller
68. wishes to send buyers, the
usage of technology must be
crafted in such a manner to
ensure clients continue to
connect with the relationship
message. The biggest concern
in this regard is that it is easy
to separate issues and not
utilize technology as the
supporting strategy, but
instead make it the driving
force around which all other
issues revolve. Under such
conditions, the advantage of
technology to construct mean-
ingful support mechanisms
will lose its favor with the
customer.
Foremost, firms deciding
to utilize technology as part of
their selling strategies and
tools must accept the idea
that, from an organizational
perspective, such a decision
can be costly if it is deter-
mined by upper management
to position the sales organiza-
tion at the forefront of
technologies. A firm cannot
take the risk of becoming
committed to technologies as
part of the connection process
with customers and then, a
short period later, change this
decision. The decision to
69. utilize technology as an
integral aspect of internal
strategies should be viewed as
a long-term commitment.
Alterations in this approach
“mid-stream” will negatively
impact buyer-seller
relationships. Sellers can be
seen as fickle if they change
their positions on the usage of
key buyer interconnection
tools. Similarly to being at the
front of the product life cycle,
the decision to utilize
technology aggressively in the
sales force suggests, from a
firm perspective, that the
seller is attempting to be a
“leader” in technological
advancements. Therefore,
being placed in the leader
category provides risk and
costs as part of the potential
returns to the firm.
Other more managerial
implications exist with the use
of the ST concept. As part of
the internal costs of adoption
of this strategy, and for sellers
to utilize an ST, the selling
organization encumbers
significant development and
related training responsibilities
for field personnel. If the
70. selling organization employs
personnel who do not have
current technological under-
standing and skills, the firm
has to develop these skills to
an acceptable level.
Correspondingly, if the
organization hires personnel
with these skills, it still incurs
the expensive responsibility of
maintaining this knowledge as
the requirements of technology
change. Further, part of the
advantage is in allowing
customers to benefit from the
usage of technology. This may
include the client actually
participating in the usage of
the technology, suggesting that
critical professional training,
maintenance, and preparations
for the utilization of the
technology will often fall into
the hands of the seller. Under
these circumstances, it is
18 Spring 2005 Southern Business Review
critical to provide the highest
degree of professional
education for clients, which is
likely, at least in part, to fall
into the responsibility domain
of the seller.
71. The measurement of the
STs’ success is one of the
factors that separates them
from other organizational
members. It is not likely,
however, that the issues of
quota and account
productivity will become
unimportant for these indivi-
duals. Instead, much like
account managers have in
many firms been directed
toward longer term outcome
measurement systems (less
immediate sales results
expected), it is possible that, if
a limited number of sales
personnel are designated as
STs, a restructuring of
outcome measurements may
be necessary for firms. For
instance, one of the
responsibilities of the ST
might be to work with other
salespeople implementing new
technologies into the sales
force. As a major objective,
the accomplishment of this
task will need to be measured.
The task should not be mini-
mized if it is to be successful.
The ST is the key for
linking sales and staff
personnel in implementing
72. new technologies in the field.
The ST should be utilized to
first determine the suitability
and acceptability of new field
technologies. Then, based on
successful field experiences,
he/she should be utilized as
an opinion maker in the
integration of technologies to
other sales professionals and
inter-departmental colleagues.
Again, such quasi-management
activities suggest he/she needs
to be on a separate or different
control system.
Employees who represent
STs are individuals who are at
the introduction stage of the
product life cycle in terms of
application and usage of
technologies. These sales-
people will offer flexibility in
moving between positions in
and between business units.
As with the PLC, early stages
are more expensive to
maintain, and replacement can
be costly. Equally, competitive
firms will seek more rapid
remedies of perceived lost
marketplace positioning by
duplicating successful
strategies through the least
expensive manner possible
73. such as hiring away successful
Sts; however, once a selling
organization has made the
decision to utilize STs,
managers should be reminded
that in many respects
retention of current employees
is less expensive than
retraining and efforts to
maintain these resources
should be made.
Sales Technologists will
have to assume much of the
field training of internal and
external personnel. Forms of e-
learning modules are being
successfully implemented to
help salespeople understand
products at Fifth Third Bank
(Nelson, 2003). This type of
learning tool may be expanded
to assist participants of both
sides of the exchange. The STs
will be expected to enhance
knowledge in the selling
organization as well as that of
customers. As a result, they
must be skilled communicators
who are able to build the
knowledge base of users in a
very non-threatening atmo-
sphere.
One of the real strengths
74. of STs is that they allow the
sales organization to cross
over to a variety of other
organizational and functional
levels through the language of
technology. Because tech-
nology is the language of the
next decade, it provides a
common connection point and
mechanism for internal
communications that seem to
be becoming prevalent.
Further, as customers become
increasingly more tech-
nologically demanding, the
technologist is able to reach
more of the client’s functional
areas through this common
language. In turn, STs are able
to construct a stronger linkage
with clients via a common
thread of “language.”
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434.
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253.
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20 Spring 2005 Southern Business Review
Southern Business Review Spring 2005 21
J. Michael McDonald, Ph.D.,
is director of Graduate
Studies, College of Business
Administration, Georgia
Southern University,
Statesboro, GA 30460-8050.
Carl W. Gooding, Ph.D., is
79. professor of management,
College of Business,
Jacksonville State University,
Anniston, AL, 36205.
Leadership and Upward Influence:
A Survey of Business School Deans
J. Michael McDonald and Carl W. Gooding
An empirical study of how
business school deans use
“upward” influence tactics as
a leadership tool to get things
done has never appeared in
the research literature on
management. The purpose of
this study is to examine what
types of influence tactics
business school deans use
with their superiors. The
methodology includes
examining how frequently
deans used various upward
influence tactics and how
effective those tactics were
considered to be.
Additionally, the researchers
seek to compare the tactics
used by business school deans
to those used by managers in
general. Do business school
deans use the same upward
influence tactics as other
80. managers? Are those tactics
used as frequently by deans as
by other managers? Are the
tactics used by deans viewed
as effective for managers?
While some might argue
business school deans are no
different than other managers
in terms of their leadership
styles and patterns of
behavior, the researchers
hypothesize otherwise.
Business managers generally
have clearly defined goals to
work toward such as
profitability, return on
investment, cost reduction,
productivity, and quality
improvements. Academic
deans, however, work in
environments in which the
goals are less clearly defined
and much more subject to
budgetary constraints and
philosophical differences.
Business school deans, in
particular, often report to
superiors whose backgrounds
are not in business. Those
superiors frequently do not
share the same goals, values,
points of view, or needs (e.g.,
AACSB accreditation) as
business deans. Hence, it is
incumbent upon the business
81. dean to learn how to lead
“upward.” In a very real
sense, the business school
dean is leading upward as
resources are negotiated. To
be effective, the dean of
business must understand that
upward power (and influence)
is partly based on the ability
and willingness to use
influence tactics. To negotiate
for limited resources, an
effective dean will, by
necessity, have to appreciate
the upward influence nature of
leadership.
Literature Review
Power and Upward Influence
Leadership, influence, and
power are inextricably linked.
In fact, some scholars think
that understanding power and
the use of influence might be
the most important concepts
in all of leadership (Burns,
1978; Gardner, 1990; Hinkin
& Schriesheim, 1989). While
the concepts “power” and
“influence” are often used
synonymously, for this study,
power is defined as the
capacity to cause change.
82. Influence is the degree of
actual change in a target
22 Spring 2005 Southern Business Review
person’s attitude, values,
beliefs, or behaviors (Hughes,
Gannett, & Curphy, 2002). In
one sense, power is the
potential that a leader has to
influence others. The leader
then uses influence tactics,
methods, and actual behaviors
to affect change in others.
Several authors note that
successful managers expand
their power by learning how
“to influence someone higher
in the formal hierarchy of
authority in the organization”
(Kanter, 1983; Yukl & Falbe,
1990; Kotter, 1985; 1990).
Early research (Pelz, 1959)
suggests that upward influence
is a key factor in the effective-
ness of managers. Others
observe that the ability to
influence superiors can be
“acquired, enhanced, or
reduced” by a manager’s
behavior (Case, Dosier,
Murkison, & Keys, 1988;
Bartolome & Laurent, 1986).
83. Research has demon-
strated that leaders’
effectiveness with subordin-
ates depends heavily on their
abilities to develop upward
influence with superiors (Pelz,
1959; Bartolume & Laurent,
1986). Likewise, influence
with superiors depends on the
ability of a leader to accom-
plish things through
subordinates (Uyterhoeven,
1972; Ruello, 1973).
Consequently, the more the
leader enters into a set of
reciprocal relationships, the
more a resulting cycle
develops. As the leader
becomes more effective in
influencing the superior,
he/she will become more
effective with subordinates.
The reverse is equally true; as
the leader gains influence with
subordinates, influence will be
enhanced with the superior.
In terms of using upward
influence tactics effectively,
several empirical studies offer
strong support for the idea
that the most effective leaders
in organizations understand
the nature of influence,
understand what influence
84. tactics are available to them,
and know “how” and “when”
to use those tactics (Case et
al., 1988; Kaplan, 1986;
Kipnis & Schmidt, 1988;
Mowday, 1978; Schilit &
Locke, 1982; Yukl & Falbe,
1990).
It is difficult to find
empirical data supporting
these conclusions. Numerous
articles have been published in
trade-oriented publications
like the Chronicle of Higher
Education, Selections (Gradu-
ate Management Admissions
Council–GMAC), and various
AACSB publications such as
Biz Ed. While these articles do
provide guidance and
interesting, anecdotal, case-
oriented advice, none has an
empirical, research-oriented
focus (Tyson, 2003; Bijoux,
2003; Schmotter, 1998).
One empirical study found
in the literature that examined
leadership among business
deans basically examined
clique formation (Hartman,
Lundberg, & Lee, 1997). In
this study of 18 deans at
AACSB schools, the
predictability in what causes
85. deans to form communication
cliques was very limited. This
study attempted to identify
which factors might cause
business deans to form
informal networks. The
primary focus of this study
was how business school
deans form communication
cliques as a way of dealing
with changes in AACSB
guidelines. Location (i.e.,
proximity to another college)
and opinion similarity on
AACSB issues were the most
important factors related to
clique formation.
Research Methods
Based on the work of Keys
and Case (1990), ten upward
influence tactics identified in
similar surveys were used.
Preliminary field interviews
conducted among several
business deans (or retired
deans), yielded two additional
upward influence tactics.
These two tactics (“developing
and showing support of other
people” and “showing confid-
ence and support for my boss”)
were added to the survey.
86. Then a survey identifying
the twelve upward influence
methods (i.e., tactics) was
designed. The actual ordering
of these methods was random
to avoid affecting the resulting
rankings.
The surveys were admini-
stered to a group of business
school deans attending a meet-
ing of the Southern Business
Administrators Association.
This group meets semi-
annually to discuss issues of
importance to business school
leaders. While most of the
deans present were from
Southern Business Review Spring 2005 23
AACSB schools, not all of
them were. The deans repre-
sented a cross-section of
schools from large to small,
from private to public, and
mostly from the Southeastern
U.S. A 100 percent response
rate was obtained from the 53
deans participating in the
conference.
The survey asked the
deans to rank twelve influence
87. methods (tactics) from one to
twelve in terms of frequency
of use. For example, if a dean
used the tactic of “presenting
a rational explanation” with
his/her boss more than he/she
used any other tactic, he/she
was to rank that tactic as
number one. Then, the dean
was asked to identify the
second most frequently used
tactic. These rankings of
“frequencies of use” were
summed and divided by the
total number of deans res-
ponding. The result of this
was a rank ordering that could
be compared to the Case et al.
(1988) study of managers.
This same ranking proce-
dure was used to identify how
effective the deans found each
influence tactic. Similar proce-
dures were used to sum the
individual rankings and a
mean response was calculated.
The resulting sum totals and
mean rankings are shown in
Table 1.
Survey Results
As the results show in
Table 2, the most frequently
used tactic for deans influ-
88. encing their own bosses was to
“present a rational explana-
tion” for what was needed.
This is consistent with
research with other types of
leaders and in other types of
settings, be it in the not-for-
profit or for-profit sectors. In
fact, most of the influence
literature suggests that direct,
simple, rational, logical
explanation for why something
is needed tends to be the most
effective tactic with any
“direction” of influence, i.e.,
with subordinates, peers,
customers, etc.
The next most frequently
used tactic was, surprisingly,
to “tell, argue, or talk without
support.” The ranking of this
tactic was surprising since it
was assumed that the deans as
a group would be less likely to
be this forceful so quickly
without exhausting other
tactics; however, in defense of
deans, other surveys suggest
that managers in general tend
to quickly move into the
“telling-arguing” tactic if their
first tactic does not achieve
results (Case et al., 1988). As
seen in Table 1, the third most
89. frequently used tactic was to
“use other people as a plat-
form to present ideas.” This
tactic, while used more
frequently by the deans, is the
sixth most used tactic by
managers in general (Case et
al., 1988). Since the third,
fourth, and fifth most
frequently used tactics by the
deans also involved people
issues, it might be that
business deans place a much
greater emphasis on human
relations and collegial
behavior than do managers in
other settings. The deans in
this study ranked “threatening”
the boss as the least frequently
used tactic. This is consistent
with other studies of upward
influence. The dean in an
academic environment has
learned to be “collegial” (if
nothing else) with his/her
superior, even when the
dean’s requests are turned
down.
One particularly
interesting result from this
survey of deans is that all 53
ranked “threatening the boss”
as the least used of any of the
tactics. This does suggest that
90. business deans are slightly
different from the managers in
the Case et al. (1988) study.
(Their study found that
“offering to trade favors or
concessions” with their bosses
was the least used upward
influence tactic.)
The effectiveness of the
influence methods/tactics are
shown in Table 2 as well.
Consistent with other surveys,
the deans ranked “presenting
a rational explanation” to your
boss as the most effective
tactic; however, after this
tactic, the effectiveness
rankings do not match the
frequency rankings on items
“b” through “h.” For example,
while the deans ranked
“telling, arguing, or talking
without support” as their
second most frequently used
tactic, they ranked it fifth in
terms of effectiveness. Like-
wise, “presenting a complete
plan to your boss” was
seventh in frequency, yet
second in terms of effective-
ness.
24 Spring 2005 Southern Business Review
91. Discussion
The biggest difference
between deans and executives
appears to be the time devoted
to “presenting complete
plans.” Industry managers
ranked “presenting a complete
plan” as their third most used
tactic, while deans ranked it
seventh. Industry managers
ranked “presenting an
example of parallel situations”
as the fourth most frequently
used, while deans ranked it
eighth. Clearly, the deans in
this study do differ from other
leaders in terms of their
frequency of presenting
complete plans and examples
from parallel situations. This
may be an area in which deans
could become more effective
as leaders.
For example, a surprising
finding in this survey was
learning how quickly business
deans shift to a tactic of
“telling, arguing, or talking
without support.” Since the
researchers were able to
summarize the data from the
surveys and feed it back to the
92. deans before they adjourned
from their meeting, it was
interesting to hear one dean’s
explanation: “I suppose we all
know what we ought to be
doing, but sometimes we’re
only human and fail to do it.”
These survey results
suggest that most deans of
business schools are like their
counterparts in industry.
Clearly, followup research
needs to be done with a larger
sample. An interesting
possibility would be to
compare deans of business
schools to their peer deans in
Table 1
Influence Methods*
To Influence your boss … How frequently do
you use this tactic?
How effective is this
tactic?
Sum
Total
Mean
Ranking
Sum
93. Total
Mean
Ranking
a. Presenting a rational explanation 84 1.6 64 1.2
b. Telling, arguing, or talking without support 117 2.2 296 5.6
c. Using other people as a platform 137 2.6 202 3.8
d. Developing and showing support of other people (e.g.,
employees, staff, faculty, alumni, etc.)
219 4.1 370 6.9
e. Showing confidence and support for my boss 286 5.4 425 8.0
f. Using persistence and repetition 347 6.5 219 4.1
g. Presenting a complete plan 391 7.4 150 2.8
h. Presenting an example of parallel situation 455 8.6 213 4.0
i. Listening, offering advice, or soliciting advice 463 8.7 447
8.4
j. Offering to trade favors or concessions 478 9.0 569 10.7
k. Using manipulative techniques 552 10.4 544 10.3
l. Threatening 636 12.0 625 11.8
* The “Sum Total” was calculated by adding all individual
rankings of the 53 deans. The “Mean” was calculated
by dividing the “Sum Total” by the number of deans responding
94. (N = 53).
Southern Business Review Spring 2005 25
Table 2
Influence Methods
To Influence your boss … How frequently do you
use this tactic?
How effective is this
tactic?
Deans Managers* Deans Managers*
a. Presenting a rational explanation 1 1 1 1
b. Telling, arguing, or talking without support 2 2 5 2
c. Using other people as a platform 3 6 3 6
d. Developing and showing support of other people (e.g.,
employees, staff, faculty, alumni, etc.)
4 7 7 7
e. Showing confidence and support for my boss 5 N/A+ 8 N/A+
f. Using persistence and repetition 6 5 6 5
g. Presenting a complete plan 7 3 2 3
h. Presenting an example of parallel situation 8 4 4 4
95. i. Listening, offering advice, or soliciting advice 9 N/A+ 9
N/A+
j. Offering to trade favors or concessions 10 10 11 10
k. Using manipulative techniques 11 8 10 9
l. Threatening 12 9 12 8
* Case et al., 1988
+
not available from the Case et al. (1988) study. Rank ordering
of the Case et al. research is not exactly parallel
to the deans survey because in this study’s field interviews,
several deans mentioned that “showing confidence
and support for my boss” and “listening and offering advice”
were important methods. These tactics were not
used in the Case et al. study.
other disciplines to see what
similarities and differences
might exist. A reasonable
argument can be made that
influence tactics are learned
behaviors, and anything that
can be learned, can be
“unlearned” or changed.
Hopefully, a dean who wants
to be as effective as possible
will want to learn how to
develop more influence in all
directions.
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and lateral influence
attempts. Journal of
Applied Psychology, 75:
132-140.
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ENT3103 - Article review (10%) of Assessment 1
An article review format allows scholars or students to analyze
and evaluate the work of other experts in a given field. Outside
of the education system, experts often review the work of their
peers for clarity, originality, and contribution to the discipline
of study.
That is a professional paper writing which demands a high level
of in-depth analysis and a well-structured presentation of
arguments. It is a critical, constructive evaluation of literature
in a particular field through summary, classification, analysis,
and comparison.
Students should present a clear understanding of the topic
you’ve been working on.
The purpose of this writing exercise is for you to learn to seek
out information and to write an evaluative review of a journal
article.
Writing Involves:
· Summarization, classification, analysis, critiques, and
comparison.
· The analysis, evaluation, and comparison require use theories,
ideas, and research, relevant to the subject area of the article.
· As you progress with reading your article, organize your
thoughts into coherent sections in an outline. As you read, jot
down important facts, contributions, or contradictions. Identify
101. the shortcomings and strengths of your publication. Begin to
map your outline accordingly.
· Outline your review: Look at your summary to see if the
author was clear about each of them. Mark the points that could
use some improvement, as well as the ones where the author
was clear and accurate and where s/he pointed out something
innovative. Then put together the lists of strong points and
drawbacks and summarize them. For example, a strong point
may be the introduction of new information, and a drawback
may be the lack of accuracy in representing the existing
knowledge on the topic. Add these outcomes to your study and
back them up with evidence from the text of the article.
Answering these questions should facilitate your outline
writing:
· What was the goal of the article?
· What theories does the author dwell upon?
· Is the author clear with definitions?
· Is the supportive evidence relevant?
· What is the place of the article in its field of knowledge?
· Does it contribute to the progress in this field?
· Does the author convey his or her thoughts clearly
Using the APA Format
· Web: Author [last name], A.A [first and middle initial]. (Year,
Month Date of Publication). Title. Retrieved from {link}
· Journal: Author [last name], A.A [first and middle initial].
(Publication Year). Publication Title. Periodical Title,
Volume(Issue), pp.-pp.
· Newspaper: Author [last name], A.A [first and middle initial].
(Year, Month Date of Publication). Publication Title. Magazine
Title, pp. xx-xx.
Structure of Article review:
· Make sure your Article Review has a title
· Start with an introduction that mentions the article for the
review.
102. · Follows with a summary of the main points of the article.
· Highlights the positive aspects and facts presented in the
publication.
· Critique of the publication through the identification of gaps,
contradictions, disparities in the text, and unanswered
questions.
Critique of the publication: Present the strengths and
weaknesses that you have found in the publication. Besides,
highlight the knowledge that the author has contributed to the
field. Also, write about the gaps and contradictions in the
article. Take a standpoint of either supporting or not with the
author's assertions but back your arguments with facts and
relevant theories that are pertinent to the area of knowledge.
· Crafting a Conclusion
· References
Article Review requirements: 2-3 types pages of approximately
1500 words.
Rubric for Assessment 1
Journal Article Review
ENT3103
Highly competent
Competent
Satisfactory
Unsatisfactory
Your Score
Reference
Accurately cited
in the desired
APA format – Appropriate article selection
Accurately cited,
but not in the
desired APA
format
103. Incorrectly cited
No citation as
per directions
Review of
Article
Includes accurate identification of article premise, significant
points in support of the premise, and the significance of these to
the course
Includes accurate identification of article premise, importance
to the course, significant points in support of the premise but
one or more of them need improvement
One of the following is missing or insufficiently analytical:
accurate identification of article premise, importance to the
course, significant points in support of the premise.
More than one of the following are missing or insufficiently
analytical: accurate identification of article premise, importance
to the course, significant points in support of the premise, those
included need improvement
Writing
Clear articulate writing used. Writing is concise and sentence
structure excellent
Writing is mostly clear and concise. Sentence structure mostly
correct..
104. Writing lacks clarity or conciseness. Some problems and with
sentence structure
Writing lacks clarity and conciseness. Serious problems with
sentence structure
Organization of writing
The organization results in clarity and presents logically
arranged points
The overall arrangement is logical but can occasionally be
difficult to follow
Arrangement is less than clear, or organization is clear but there
are some digressions
Arrangement is haphazard and difficult to follow; paper strays
substantially from topic
Your Thoughts
Articulates your thoughts on the article in clear manner.
Discusses what you learned from reading the article or ideas
you might use in the future.
Brief mention of thoughts, but did not elaborate. No mention of
learning from reading the article.
Does not write any of your own thoughts or ideas about what is
discussed in the article.
Conclusions
105. Personal comments are clearly stated. Student clearly
demonstrates a strong working knowledge of class material
relative to the article. References are made to the course
materials.
Personal comments are clearly stated. Student clearly
demonstrates a working knowledge of class material relative to
the article. Some references are made to the course materials.
Few personal comments. Student demonstrates some working
knowledge of class material relative to the article. Few
references are made to the course materials.
No personal comments are provided. No relationship between
article and class material is provided. No references are given.