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Surveys based on standard questionnaires have long been a major research tool of the social scientist. The great majority have focused on one type of respondent — the workers of a given firm, the voters in a particular constituency, or whatever. For one sort of survey, namely, those that seek to know about the individuals in question, this is plainly sensible. But another sort of survey uses a respondent to provide information about the organisation for which he/she can be taken to be an authoritative informant. Questionnaires sent to the head offices of companies or unions and asking about the organisation's policy are a good example. How do we know whether the replies are in some sense representative of the organisation or are just the views of the respondent chosen?

States that little empirical work is available as a guide in the design and implementation of sales manager training programs. Examines the relationship between trainee satisfaction with sales manager training (a measure for training effectiveness) and the format, site, instructor, instructional method, and content of the program. Reports results of a survey of sales managers in field sales organizations. Indicates that training satisfaction is associated with all five issues. Offers direct implications for enhancing sales manager training programs.

High-involvement work processes (HIWPs) are associated with high levels of employee influence over the work process, such as high levels of control over how to handle individual job tasks or a high level of involvement at team or workplace level in designing work procedures. When implementations of HIWPs are accompanied by companion investments in human capital – for example, in better information and training, higher pay and stronger employee voice – it is appropriate to talk not only of HIWPs but of “high-involvement work systems” (HIWSs). This chapter reviews the theory and practice of HIWPs and HIWSs. Across a range of academic perspectives and societies, it has regularly been argued that steps to enhance employee involvement in decision-making create better opportunities to perform, better utilization of skill and human potential, and better employee motivation, leading, in turn, to various improvements in organizational and employee outcomes.

However, there are also costs to increased employee involvement and the authors review the important economic and sociopolitical contingencies that help to explain the incidence or distribution of HIWPs and HIWSs. The authors also review the research on the outcomes of higher employee involvement for firms and workers, discuss the quality of the research methods used, and consider the tensions with which the model is associated. This chapter concludes with an outline of the research agenda, envisaging an ongoing role for both quantitative and qualitative studies. Without ignoring the difficulties involved, the authors argue, from the societal perspective, that the high-involvement pathway should be considered one of the most important vectors available to improve the quality of work and employee well-being.

The aim of this study is to explore dynamic managerial capabilities (DMCs) and their effect on public organisational performance. While the previous research has focused on how leadership style impacts on organisational performance, the authors have investigated how the dynamic managerial capabilities of middle managers and their organisational capacity for change as well as their attitude towards the change are linked to organisational performance.

The dataset was gathered during the field research carried out in a large public Indonesian government institution. In total, 313 managers and their direct followers participated in this study. The authors have employed structural equation modelling to test the hypotheses.

The results of this study demonstrate the role of the dynamic capabilities of the middle managers associated with organisational performance. The results show that dynamic managerial capabilities and organisational performance are mediated by the organisational capacity for change.

Middle managers should equip and develop their capabilities in order to embrace change in the organisation through the communication between the different staff levels, uniting the vision and mission with the organisational members. Further, the organisation should empower the role of the middle managers by increasing their authority and participation in the policy-making that is part of the change process. In addition, the workplace could implement interventions to optimise the dynamic managerial capabilities held by the middle manager and employees through assessments and mentoring. Finally, particular training programmes could be implemented to boost the employees' skills and flexibility, thereby keeping them agile in the context of the changes in the work environment.

The role of the dynamic managerial capabilities of the middle manager is a prominent factor when facilitating a high level of organisational performance in a public organisation. However, the role of dynamic managerial capabilities does not have a direct effect on organisational performance if the organisation does not have the capacity to change, particularly in the Indonesian context.

The purpose of this paper is to explore the applicability of a previously developed model of indirect leadership (qualitative Grounded Theory case study) in a broader military context.

The model was operationalised to specific questionnaires for high‐level managers, middle‐level managers, and lower‐level employees. Data were obtained from 147 Norwegian and 134 Swedish military officers, representing all three levels, and serving in the Army and Air Force respectively.

The theoretical model of indirect leadership was partly supported. Higher importance was attributed to image‐oriented top‐down influence, rather than to action‐oriented influence via directly subordinate commanders, which may be understood using developmental, transformational, and authentic leadership formulations. Meaningful patterns of subgroup differences were obtained.

Indirect leadership is complex and bottom‐up influences were not taken into account, not all aspects of the top‐down influence process were covered, only military contexts were studied, and no meaningful analysis of possible gender‐related differences was possible in this male‐dominated context.

The obtained support of the theoretical model legitimises its use as a tool in higher military management education and coaching.

The measurement tools of indirect leadership and the quantitatively based support of a Grounded Theory model with a how‐focus on indirect leadership.

The transfer of knowledge is a source of competitive advantage, and in particular, transfer between organisations through cooperation between firms via a joint venture. This paper aims to discuss some of the issues

The hypotheses were contrasted via a structural equation model using a sample of 74 firms, 51 of which were Spanish and 23 from the rest of the world, which had recently cooperated.

The authors address the question of the positive influence of employees on knowledge transfer. They do not influence the process. Second, the authors propose the influence of intermediate management on knowledge transfer. These managers play a very relevant role. However, with regard to the influence proposed of high‐level managers, the authors find that they do not play a relevant role as this type of process.

The authors carried out an in‐depth review of the literature that reveals that few studies either theoretically or empirically address this question. They begin with the idea that organisational knowledge is the basis of business today. Not all organisations have all the knowledge they need to carry out their strategies.

The role of HR is an essential element in order to be able to carry out interorganisational transfer. The authors consider how the degree of involvement of resources positively influences knowledge transfer. It is important to develop adequate HR policies for fomenting transfer, especially motivating staff by fostering the development and exploitation of knowledge transfer.

The goal of this study is to identify behaviors linked to hotel managers who report a high degree of work‐related learning. To achieve this the researchers seeks to determine whether the extent to which managers were intrinsically motivated to learn, their perceived risk‐taking abilities, their attitudes towards learning and their attitudes towards the hospitality industry could determine their level of individual work‐related learning.

The study was conducted on the island of Jamaica. The survey was completed by 154 hotel managers and multiple regression analyses were used to analyze the data.

Of the four behaviors examined, two predicted the hotel managers' individual work‐related learning levels, i.e. their perceived risk‐taking abilities, and their attitudes towards learning. Managers who reported high work‐related learning levels also reported high risk‐taking abilities and more positive attitudes towards learning. The extent to which they were intrinsically motivated to learn and their attitudes towards the hospitality industry were not significant determinants of their work‐related learning levels.

The exercise had a number of limitations and these should be taken into consideration when reviewing the findings.

The study therefore pointed to two behaviors linked to intense individual learning amongst managers in hotels. Hotel managers wishing to display high levels of work‐related learning should therefore determine the extent to which they possess the behaviors connected and make the adjustments necessary.

The study was one of a small number which examined objectively individual learning in hospitality business.

This study aims to analyze the effects of socialization mechanisms (belief system and peer mentoring) on managers’ job engagement and their desire to have a significant impact through work, that is, the desire to substantially improve or facilitate the lives of others by performing their work. The study also examines the moderating role of organizational identification.

A survey was conducted with middle and lower-level managers at one of the largest banks in Brazil, the BankCo. The authors obtained a sample of 201 respondents and tested the research hypotheses with structural equation modeling. The authors also performed a complementary data analysis with fuzzy-set qualitative comparative analysis.

The results suggest that belief systems and peer mentoring directly promote job engagement and indirectly promote desire to have a significant impact to a better world through work (through full mediation of job engagement). The effects of job engagement on desire to have a significant impact through work are even greater when managers have high organizational identification. Finally, several causal combinations are sufficient for high levels of desire to have a significant impact through work.

Beyond studies that examine how organizational mechanisms influence employee outcomes (e.g. performance), this study explores how socialization mechanisms can promote desire to have a significant impact through work. Thus, the authors demonstrate how organizational core values, mission statement and peer mentoring collaborate for managers to develop altruistic behavior, that is, directly related to other human values, such as empathy and ethics, being able to contribute to a world better.

This study developed and empirically tested a model that connects socialization mechanisms, job engagement, organizational identification and managers’ desire to have a significant impact through their work. Therefore, the paper provides insights into the relevance of socialization mechanisms for orchestrating managers’ proactive and altruistic behaviors.

The implementation of control systems allows marketing managers to improve operational decisions and organizational results. This paper aims to identify the relationship between control combinations and organizational results and analyze the relationships between the variables attributed to the marketing managers and with marketing control combinations. Decisions involving marketing control combine formal and informal mechanisms and generate control systems that have a favorable relationship with organizational results.

The paper is based on 301 cross-sectional surveys among marketing managers. The classification procedure based on metric distance was implemented to identify the marketing control combinations. A hierarchical cluster analysis was carried out with perceptions about formal and informal control, to validate the control combination classifications. Finally, a discriminant analysis and ANOVA test were carried out for exploring factors associated with the managers. The data analysis was supported by IBM SPSS Statistics 24 software.

The authors found evidence that, when managers perceive high-control systems, the perception of non-financial and financial results is always better, but the presence of high-clan control also returns optimal results. In addition, the manager's satisfaction levels and work motivation are higher with high control systems than with other control systems.

This study contributes to the existing knowledge by providing a broader empirical basis to extend conceptual frameworks about marketing control combinations that emerge in practice.

企業設置營銷控制系統來進行營銷控制,這可讓市場經理能改善其營運決策和組織成果。本文擬確定控制合併與組織成果的關係;本文亦擬分析涉及市場經理的變數與營銷控制合併的關係。涉及營銷控制的決策會結合正式和非正式的機制,而這些決策會帶來與組織成果有良性關係的控制系統。

本研究乃基於對市場經理進行的301項橫斷調查。研究人員實施基於度量距離的分類程式,來確定營銷控制合併;為了證實有關的控制合併分類是正確的,研究人員就對正式控制和非正式控制的觀感和看法、進行了階層式分群法分析;最後,研究人員進行了判別分析和變異數分析 (ANOVA), 以探索與經理有關聯的因素。有關的數據分析得到IBM公司的SPSS (統計產品與服務解決方案) Statistics 24 (統計軟體) 的支持。

我們證實了、若主管感知高控制的系統,其對非財務結果和財務結果的看法必會較好的,但高社群控制亦會帶來最佳的結果。我們亦證實了高控制系統,較其它控制系統,更能提高主管的滿意程度和工作動機。

本研究提供了一個更廣闊的經驗基礎,以擴展涉及在實踐中出現的營銷控制合併的概念框架,就此,本研究豐富了這方面的知識。

The purpose of this paper is to examine the consistency of benchmarking performance measures and to investigate the impact of organizational size and managerial positions on the deployment of strategic and tactical benchmarking performance measures.

A set of eight hypotheses was used to examine the consistency of the benchmarking performance measures and the impact of organizational size and managerial positions on selection of strategic and tactical benchmarking performance measures. A questionnaire-based survey data were used to test the hypotheses. The target population was manufacturing firms in Midwestern USA; the sample covers organizations in a variety of industries. Out of 91 completed surveys received, 84 surveys were usable resulting in a response rate of 17 percent.

The paper found evidence of misalignment between organizational goals and objectives and proactive development of organizational core capabilities. The result also indicates that managers with high-level positions as well as managers from large organizations placed higher emphasis on strategic benchmarking performance measures.

Research is general and not industry specific.

Effective performance measurement is a critical element of organizational success. It requires a thorough understanding of organizational strategy and deployment of the strategy into consistent sub-strategies.

For effective benchmarking, managers must develop a complete understanding of their own business strategy and choose long-term and short-term benchmarking performance measures that are consistent with organizational strategy.