Business Commons^™

An Air Force Guide To Team Building, Roy M. Gozum

Theses and Dissertations

Team structures are used extensively in civilian, government, and military organizations to accomplish modem task demands that almost always exceed the capabilities of single individuals. As team structures became larger and more complex, managers realized the need for formal team building education. Team building programs serve to facilitate an environment for productive teamwork. However, despite the apparent importance of teams, most organizations overlook the implementation of formal team building programs. Therefore, the purpose of this research is two-fold. First, this thesis examines the evolution and importance of teams, and the subsequent need for the development of formal team building programs. …

The Relationship Between Machiavellianism, Self-Monitoring, And Adaptiveness To The Performance Of Real Estate Sales Professionals, Dianne Broman Eppler

Theses and Dissertations in Business Administration

The focus of sales management is on insuring the success of the corporation by selling its goods or services. The most significant impact on the firm's success is the ability of the sales force to perform. Research to determine what makes a successful salesperson is extensive; however, the results are inconsistent and disappointing. In light of the significant financial impact the sales force has on the firm, additional research that identifies determinants of sales success is necessary.

The purpose of this dissertation was to examine the relationships between personal characteristics and sales performance. Specifically, Machiavellianism, self-monitoring, and adaptiveness were hypothesized …

Measuring The Mentoring Functions Performed By Female Mentors To Female Protegees, Angela P. Ricketts

Theses Digitization Project

No abstract provided.