Organizational Behavior and Theory Commons^™

A Social-Cognitive Approach To Salesperson Work Motivation, Lawrence Scott Silver

Doctoral Dissertations

The purpose of this study was to apply a social-cognitive model of motivation, used extensively in educational psychology, to a sales setting. The topic pertaining to work motivation and its importance is evidenced by the amount of research devoted to the topic. The literature examined for this study was selected from the fields of industrial/organizational psychology, educational psychology, and marketing/sales. Specifically, this study addressed the following research questions: (1) To what extent is salespeople's goal orientation determined by their implicit personality theory? (2) Do salespeople's goal orientation determine their behavior pattern? (3) Does optimism moderate the relationship between salespeople's implicit …

Organisational Development Revisited, Vijay Padaki

IIMB Management Review

The liberalisation in the Indian economic environment in the 90s has been accompanied by a quiet but firm demand for better management in all spheres of work. The liberalisation process has also opened up the marketplace for all kinds of goods and services, not excluding packaged management systems. We can expect a lot of management being marketed in the new dispensation more suppliers, more products, more brands, more aggressive selling and, lest we forget, more dumping. The consumer needs help in the supermarket to make informed choices. In the management bazaar, too, the consumer could do with some guidance.

Evaluative Inquiry For Learning In Organizations: By Hallie Preskill And Rosalie T. Torres, New Delhi: Sage Publications, 1999., Lakshmanan Prasad

IIMB Management Review

As a Professor of Organisational Behaviour, I frequently meet persons doing surveys in their organisations on employee attitudes, satisfaction, and so on. Because of their lack of experience, these are usually not very well executed. The questionnaires used to collect data are generally inadequate, making it difficult to draw meaningful conclusions. By the time they approach me after the fact, it is too late to rectify matters. Therefore, I have often wished to recommend a book that could help individuals who would like to do their own surveys and interventions in their organisations. This book by Preskill and Torres should …

Management And Cultural Values: The Indigenization Of Organisations In Asia: Edited By Henry S R Kao, Durganand Sinha And Bernhard Wilpert, New Delhi: Sage Publishers, 1999., R C Sekhar

IIMB Management Review

This is the third of a series of publications on inter-cultural studies emerging out of three conferences organised by the International Union of Psychological Science at Hongkong, Taiwan, Guang Zhou, China (Mainland). The studies are focused on Asia and are spread over more than a decade.

Power And Influence In Organizations: Edited By Roderick M Kramer And Margaret A Neale, New Delhi: Sage Publications, 1998., Abhoy K Ojha

IIMB Management Review

Power and Influence in Organizations examines the role of social influence in organisations. It is a compilation of edited versions of papers presented at a conference at Stanford University. Unlike some other collections of essays from conferences that are subsequently released as books, the articles in this volume display a very high degree of academic depth and rigour. Most, if not all, articles could easily meet the requirements of the refereeing process of a premier journal in the field of organisational studies.

A Model Of Relational Leadership: The Integration Of Trust And Leader-Member Exchange, Holly H. Brower, F. David Schoorman, Hwee Hoon Tan

Research Collection Lee Kong Chian School Of Business

This article presents a model of relational leadership based on a review of leader-member exchange (LMX) and interpersonal trust. This model asserts that the LMX relationship is built through interpersonal exchanges in which parties to the relationship evaluate the ability, benevolence, and integrity of each other. These perceptions, in turn, influence the behaviors predicted by LMX researchers. This integrated model of relational leadership provides insights into the dynamics of leader-subordinate relationships and resolves some of the inconsistencies in the LMX research without losing the richness and uniqueness of the exchange theory. A number of propositions for future research in relational …

Principals', Guidance Directors', And Department Chairs' Perceptions Of Goals And Effectiveness Of The Trimester Schedules In Indiana High Schools, Robert E. Brower

All-Inclusive List of Electronic Theses and Dissertations

The purpose of this dissertation was to compare high school principals', guidance directors', and department chairs' perceptions of agreement (as clustered from 33 literature-based goals into school benefit, teacher benefit, and student benefit) of a trimester schedule. Secondly, this dissertation compared high school principals', guidance directors', and department chairs' perceptions of agreement (as clustered from 33 literature-based goals into school benefit, teacher benefit, and student benefit) as to whether these 3 3 goals were achieved after one year on a trimester schedule. This study is based on 10 Indiana high schools that were on the trimester schedule for a minimum …

The Trusted General Manager And Unit Performance: Empirical Evidence Of A Competitive Advantage, James H. Davis, F. David Schoorman, Roger C. Mayer, Hwee Hoon Tan

Research Collection Lee Kong Chian School Of Business

Employee trust for the general manager is proposed as an internal organizational characteristic that provides a competitive advantage for the firm. This paper empirically examines the relationship between trust for a business unit's general manager and organizational performance. Trust was found to be significantly related to sales, profits and employee turnover in the restaurant industry. Managers who were either more or less trusted differed significantly in perceptions of their ability, benevolence and integrity.

Toward The Differentiation Of Trust In Supervisor And Trust In Organization, Hwee Hoon Tan, Christy S. F. Tan

Research Collection Lee Kong Chian School Of Business

Trust in supervisor and trust in organization are argued to be distinct but related constructs, each with its own set of antecedents and outcomes. Empirical field results supported the proposition. Although trust in supervisor and trust in organization were positively and significantly correlated, trust in supervisor was more strongly associated with proximal variables (ability, benevolence, and integrity of supervisor), whereas trust in organization was more strongly correlated with global variables (perceived organizational support and justice). This conclusion held despite the inclusion of proximal variables in the regression on trust in organization and the inclusion of global variables in the regression …

Downsizing, Debürokratisierung Und Krisenmanagement: Neuere Entwicklungstendenzen In Malaysias Öffentlicher Verwaltung, Thomas Menkhoff

Research Collection Lee Kong Chian School Of Business

Der Beitrag analysiert mit Blick auf die Asienkrise Entwicklungsaspekte und ausgewählte Strukturmerkmale der öffentlichen Verwaltung in Malaysia, an die nicht zuletzt im Rahmen des derzeitigen Krisenmanagements hohe Anforderungen hinsichtlich Effizienz, Professionalität und Kundenorientiertheit gestellt werden. Besonderes Interesse gilt den vor einigen Jahren eingeleiteten Reform- und Debürokratisierungsmaßnahmen, durch die die Leistungskraft der öffentlichen Verwaltung und der in ihr Tätigen erhöht werden soll. Der Beitrag verdeutlicht die Hintergründe der anhaltenden Restrukturierungsanstrengungen, zeigt interne Schwachstellen auf und untersucht, inwieweit die öffentliche Verwaltung in der Lage ist, die an sie gestellten Erwartungen einzulösen.

Individuals And Groups In Organizations; By Bobbie Turniansky And A Paul Hare, New Delhi: Sage Publications, 1998, Lakshmanan Prasad

IIMB Management Review

No abstract provided.

Discourse Organisation; Edited By David Grant, Tom Keenoy, And Cliff Oswick, New Delhi: Sage Publications, 1998., Shashi Warrier

IIMB Management Review

No abstract provided.

Sources Of Work-Family Conflict: A Sino-U.S. Comparison Of The Effects Of Work And Family Demands, Nini Yang, Chao C. Chen, Jaepil Choi, Yimin Zou

Research Collection Lee Kong Chian School Of Business

Given differences in values about work and family time, it is hypothesized that Americans will experience greater family demand, which will have greater impact on work-family conflict, whereas the Chinese will experience greater work demand, which will have the greater impact on work-family conflict. The results of a survey of working men and women in the 2 countries generally support the hypotheses; however, work demand did not differ significantly between the 2 countries and did not have a greater effect than family demand on work-family conflict in China.

Stress Dan Mekanisme Daya Tindak Di Kalangan Operator Pengeluaran : Satu Kajian Di Omron Malaysia Sdn. Bhd., Norashikin Ismail

Student Works (2000-2009)

Di dalam mana-mana organisasi, baik organisasi awam atau swasta, penyelidikan lepas telah menemui bahawa golongan pekerja yang kerap mengalami stress dan sering terdedah kepada punca-punca stress ialah golongan pekerja yang bekerja di peringkat bawahan seperti operator pengeluaran di kilang-kilang. Mereka yang berada di posisi ini adalah golongan pekerja yang sentiasa terikat dengan kerja yang memerlukan komitmen dan tumpuan yang menyeluruh. Kesilapan dan kegagalan melakukan kerja dengan baik yang dilakukan oleh operator pengeluaran menyebabkan mereka terpaksa melakukan kerja-kerja tersebut berulang-ulang kali. Oleh yang demikian, mekanisme daya tindak merupakan usaha yang boleh dilakukan oleh individu untuk mengurus atau mengendalikan tuntutan clan masalah …

Perbandingan Kepuasan Bekerja Di Antara Pegawai Dan Kakitangan Kementerian Perusahaan Utama, Roslan Mahmood

Student Works (2000-2009)

Kajian ini memtokuskan kepada analisis data ke atas keseluruhan responden (responden pegawai dan responden kakitangan atau stat sokongan dikategorikan kepada satu kumpulan sahaja) dan analisis data melalui perbandingan responden (iaitu perbandingan di antara responden pegawai dan responden kakitangan atau stat sokongan). Bagi analisis data ke atas keseluruhan responden, kajian melihat kepada tahap kepuasan responden terhadap faktor kerja, taktor gaji, taktor kenaikan pangkat, taktor penyelia dan taktor rakan sekerja, tahap keseluruhan kepuasan kerja responden dan pandangan responden terhadap kepentingan taktor-taktor yang mempengaruhi kepuasan kerja.

Reformasi Pentadbiran : Satu Analisis Persepsi, Pelaksanaan Kerja Dan Prestasi Di Jabatan Imigresen Malaysia, Noor Hasiah Sulaiman

Student Works (2000-2009)

Reformasi pentadbiran: persepsi, pelaksanaan kerja dan prestasi di Jabatan lmigresen Malaysia Negeri Selangor adalah satu kajian yang dibuat untuk menilai sejauhmana kesan refonnasi pentadbiran ke atas kakitangan awam. Penyelidikan dibuat untuk mengetahui persepsi kakitangan terhadap reformasi pentadbiran yang telah dijalankan, kesan ke atas pelaksanaan kerja dan kesan refonnasi tersebut ke atas prestasi kakitangan awam khasnya di Jabatan lmigresen Malaysia cawangan Shah Alam, Lapangan Terbang Subang dan Kajang. Penyelidikan ini mengambilkira kesan pembaharuan sejak 1980 hingga kini. Kajian berkisar tentang pembaharuan sistem dan prosedur, unsur etika dan nilai•nilai mumi serta pengurusan sistem yang beroperasi kini. Unsur-unsur sampingan seperti motivasi. budaya kerja, …

Keberkesanan Penglibatan Langsung Dalam Pengurusan Pekerja : Satu Kajian Kes, Yee Mun Chin

Student Works (2000-2009)

Direct Participation is also known as participative management, co-determination and employee involvement. ln this research, Direct Participation will be known as DP. Direct participation is a management concept that is gaining popularity in Europe. This concept requires management and workers to work together. Management should not direct but should integrate contributions from both parties to ensure the development of the organization. This research focuses on the effectiveness of DP in Syarikat X Bhd. . SyarikaJ X Bhd. is the company where the research was being done. In addition, this research will also evaluate the suitability of the implementation and the …

Why Didn’T You Tell Me?: Toward Building A Model Of Why Information Is Not Shared Well In Organizations, Robert C. Kitchen

Theses and Dissertations

The effective use of information in an organization is vital to its success. One of the biggest investments being made today by companies is in their information infrastructures. However, with all of the resources being dedicated to improving information flows, evidence shows that organizations still do not share information as widely as they could or should be. Many studies have been conducted to learn the reasons why people in organizations do not share information as well as would be good. However, no study was found that reported the relative frequency of reported reasons for not sharing information. This paper gathers …

Organizing Culture: Leader Roles, Behaviors, And Reinforcement Mechanisms, Gerard George, Randall G. Sleeth, Mark A. Siders

Research Collection Lee Kong Chian School Of Business

Organizational leaders provide the primary impetus in defining, forming and shaping corporate culture. Leadership literature emphasizes on the leader's role in "articulating a vision" and the leader's pivotal role in establishing culture by setting objectives and then removing hurdles by smoothing the path for attaining those objectives. The model of corporate culture transmission focuses on behaviors that corporate leaders employ to create, communicate and manage corporate culture. However, the model does not emphasize interpretation and identification with leader behaviors in ways that would cause members to embrace the leader's values and beliefs. Improved focus over two decades does not yet …

A Different Look At Assessment Centers: Views Of Assessment Center Users, Filip Lievens, Hans Goemaere

Research Collection Lee Kong Chian School Of Business

This study aims to shed light on possible problems of assessment center users and designers when developing and implementing assessment centers. Semi-structured interviews with a representative sample of assessment center users in Flanders revealed that, besides a large variability in assessment center practice, practitioners experience problems with dimension selection and definition, exercise design, line/staff managers as assessors, distinguishing between observation and evaluation, and with the content of assessor training programs. Solutions for these problems are suggested.

Need Fulfilment, Leadership Styles And Effectiveness: A Study Of Two Indian Organisations, Reeta Mohan, Rajeev Mohan

IIMB Management Review

Need fulfilment of an individual in an organisation is very important, because the success of the organisation depends upon the level of motivation of its members, and the appropriateness of the leadership pattern in a particular situation. An extremely motivated group of employees can help the organisation sustain itself even in the worst environmental conditions. On the other hand, its success might be jeopardised if its employees are not motivated toward work. Working on the theory that the needs and values of the leaders may have considerable influence on the type of leadership behaviour they choose, and the fact that …

An Empirical Examination Of Individual, Issue-Related, And Organizational Determinants Of Ethical Judgments, Sean Robert Valentine

Doctoral Dissertations

The purpose of this dissertation was to empirically examine an ethical decision-making model that contained individual, issue-related, and organizational factors. At the individual level, the relationship between two job attitudes, job satisfaction and organizational commitment, and ethical judgments was assessed. At the issue-related level, the association between moral intensity and ethical judgments was examined. At the organizational level, the relationship between ethical context and ethical judgments was examined. The hypothesized moderating effect of ethical context on the relationship between job attitudes and ethical judgments was also tested.

A national sample of 3,000 sales professionals was used to test the hypotheses. …

Consequences Of Contingent Compensation, James Herschel Turner

Doctoral Dissertations

The principal objective of this study is the explication of the impact of incentives on measures of performance. The effects of contingent compensation (commissions and bonuses) on role stress, job attitudes, and performance outcomes were studied in a multi-industry sample of 255 employees.

It was hypothesized that as compensation contingency increases, role conflict and financial anxiety also increase and the increase in stress would be negatively related to in-role performance, organizational commitment, and job satisfaction. Finally, it was hypothesized that as organizational commitment and job satisfaction are reduced, intent-to-leave will be increased and extra-role performance will be reduced. The sum …

Fairness In Chinese Organizations, Kai-Guang Liang

Psychology Theses & Dissertations

This study examined the roles of organizational justice and individual cultural characteristics in affecting employees' work attitudes and behaviors, in particular, the contextual aspect of job performance in Chinese organizations. Data were collected from 232 employee-supervisor dyads in three Sino-western joint ventures in the People's Republic of China. Results indicated that distributive justice had a significant impact on one dimension of contextual job performance, i.e., interpersonal facilitation, and various attitudinal outcomes, such as job satisfaction, pay satisfaction, affective commitment and turnover intention. Among the three procedural justice variables (participation at company level, participation at job level, and appeal mechanism) examined, …

The Application Of Role Theory To The Sexual Harassment Paradigm: A Policy Capturing Approach, Lora L. Jacobi

Psychology Theses & Dissertations

This research utilized policy capturing techniques to analyze the different factors individuals use when determining sexual harassment. The importance of level of power, verbal behavior, and invasiveness of touch were examined. Additionally, role theory was applied to the sexual harassment paradigm in order to understand how context factors within an organization affect the perception of sexual harassment. Profile analysis was used to determine how the perception of what constitutes harassing behavior is mitigated by one's role in the organization.

Participants were one hundred and five males and one hundred and fifteen females who were either currently employed or employed within …

Organizational Change Theory And The Factors For Sustaining Change: A Case Study Of Three Public Sector Organizations Winners Of The Virginia Award For Continuing Excellence, Mary Redd-Clay

Theses and Dissertations in Urban Services - Urban Management

The purpose of this study is to investigate the factors associated with organizational change and with sustaining change in public sector organizations recognized for their change efforts as recipients of the Virginia Award for Continuing Excellence.

This was a case study of three public sector organizations, located in and around urban settings in the state of Virginia. They include Air Combat Command located in Hampton; Hanover County Public Schools located outside Richmond; and Norfolk Naval Shipyard located in Portsmouth. Each of these organizations is notable as winners of the Virginia Senate Productivity and Quality Award for both the Medallion and …

Trends. Nato, Numbers, And Numerology, Ibpp Editor

International Bulletin of Political Psychology

The article discusses 3 new members in NATO.

Handbook Of Organization Studies: Edited By Stewart R Clegg, Cynthia Hardy And Walter R Nord, New Delhi: Sage Publications,1996, Abhoy K Ojha

IIMB Management Review

No abstract provided.

The Effects Of An Organizational Communication Intervention On Job Satisfaction In A Public Health Organization, Ann Kathleen Riley

All Master's Theses

The purpose of this study was to determine the effects of an organizational communication intervention on job satisfaction levels. Nineteen employees of a rural public health department served as the subjects of the study. Archival data was reviewed based on a pre and postjob satisfaction questionnaire administered to subjects in relation to a communication intervention. It was hypothesized that job satisfaction levels would increase as a result of an organizational communication intervention. Results of an independent !-test analysis for overall pre and postjob satisfaction scores did not support this hypothesis. Implications of the study and recommendations for future research are …

Review Of: Frank Pearce & Steve Tombs, Toxic Capitalism: Corporate Crime And The Chemical Industry (Dartmouth Publishing Co. 1998), Jonathan Gatmaitan

RISK: Health, Safety & Environment (1990-2002)

Review of the Book: Frank Pearce & Steve Tombs, Toxic Capitalism: Corporate Crime and the Chemical Industry (Dartmouth Publishing Co. 1998). Conclusions, notes, introduction, preface ISBN 1-85521-950-6 [372 pp. Hardbound $72.00 Old Post Road, Brookfield, VT 05036.]