Applying modern management principles to sales organization: a report of a seminar conducted by the Foundation for Research on Human Behavior [November 29-30, 1962, in Ann Arbor, Michigan
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B Group Forces in Organizations
An Evolving Theory of Management
Report of Recent Research
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agencies agents Ann Arbor approach assistant sales avoid unreasonable pressure COH.SSV.N.SS cohesive communication conﬂict CORNING GLASS decision Degree of Organization develop discussion leader district manager economic effective Figure FORD MOTOR COMPANY Foundation for Research Frequency of meetings GENESCO group emphasis group forces high performance goals ideas Industrial Relations influence Institute for Social laissez-faire lapse rate leadership level of aspiration Likert low performance offices manager's measures OIL COMPANY operation Organization Variable Applicability organizational Personnel President UNITED President's Trophy pressure on Ss principle of supportive problems production Professor of Psychology Public Relations region Rensis Likert Research on Human S's mutual sales manager sales offices Salesmanager's Performance Goals Salesmanager's Supportive Behavior salesmen scatter diagram seminar Social Research staff manager STANDARD OIL COMPANY studies Supportive Behavior score supportive relationships Table three organizations turnover unit UNITED PARCEL SERVICE University of Michigan Vice President zation