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The purpose of this chapter is to highlight the importance of including emotional intelligence training with programs related to providing mentorship to others. Formal mentoring programs, established with specific goals and objectives, need foundation work for context in order to be successful. This chapter pulls from professional literature, important basic components of both emotional intelligence skills and attributes for successful mentoring. By demonstrating the relationship between emotional intelligence and mentors who are successful, future programs and activities within the workplace regarding formal mentorship structures can be influenced positively. There is a relationship between having good emotional intelligence skills by people who mentor and being successful within the mentoring relationship. Mentors who are more self-aware of their own emotions are more likely to manage a mentoring relationship more positively and with better outcomes. Library and information science professionals are undergoing tremendous change within the professional environment, the establishment of mentoring networks can greatly influence professional turnover. The opinions and concepts presented from professional literature has been used and adapted by the author in various workshops and presentations. It is this practitioner’s opinion that any formal mentoring program should start with providing a foundation of emotional intelligence skills for the mentors.

A growing body of research with contributions from different parts of the world documents accounts and analyses of negative behaviors by persons in leadership positions. Researchers today are acknowledging and paying increasing attention to the consequences of leadership that is characterized as being destructive. The chapter outlines organizational outcomes of destructive leadership and aims to emphasize the person–situation interaction in explaining these organizational phenomena. Both the direct outcomes that result from poor decision-making and the indirect effects that emerge as a consequence of the destructive leader's negative impact on the followers are discussed.

Missing in most of the research on selling has been an examination of the process from the point of view of the customer. When satisfaction in selling has been considered, researchers have focused on the satisfaction of the salesperson with his job and/or the impact of this job satisfaction on performance (e.g. Bluen, Barling & Burns, 1990; Churchill, Ford & Walker, 1979; Pruden & Peterson, 1971). To concentrate on salesperson performance while neglecting customers is to ignore the most important half of the relationship between buyers and sellers and entirely disregards the marketing concept and the streams of research in customer satisfaction. This research takes a different approach and examines customers’ satisfaction with salespeople.

This chapter starts with the phenomenon of CRM systems being sometimes more considered as a burden than a support by salespeople. The main argument is that CRM tools do barely fit the needs of salespeople as their functions, most of all, are administrative, which leads to a resistance for using them.

The author shows how this kind of shortcomings are manifested in “real-life” operations and finds out that much of the problems seem to be due to the very architecture of extant CRM systems. Indeed, creative offerings and business development imply advanced cognitive processes for which there are no functions in traditional CRM tools.

Therefore, the core part of the chapter leads to a discussion on how genuine supportive CRM systems architecture should be designed. The sales process is made of three phases beyond the administration one, namely, a sense-making, a sense-giving, and a sense-acting phase. An adequate architectural design would take into consideration functions that support the whole process, which also includes informative links and a much more visual design to process information instantly.

Incentives are effective at enhancing productivity, but research also suggests that performance incentives can have “unintended negative consequences” including increases in hazard/injuries, increases in errors, and reduction in cooperation, prosocial behaviors, and creativity. Relatively overlooked is whether, when, and how incentives can be designed to prevent such negative consequences. The authors review literature in several disciplines (construction, healthcare delivery, economics, psychology, and [some] management) on this issue. This chapter, in toto, sheds a generally positive light and suggests that, beyond productivity, incentives can be used to improve other outcomes such as safety, quality, prosocial behaviors, and creativity, particularly when the incentives are thoughtfully designed. The review concludes with several potential fruitful areas for future research such as investigations of incentive-effect duration.

Prior research has documented a generally positive relationship between employees’ standing on constructs that are commonly studied by positive psychologists and workplace outcomes, such as job performance and retention. Constructs such as adaptability, empowerment, hope, optimism, and resilience are believed to reflect psychological resources that employees can draw upon when facing adversity and challenges in their work, while also reflecting a general tendency or disposition to experience positive emotions and engage with others in ways that reflect such positive emotions. As such, positive psychology constructs may be particularly important for performance in jobs characterized by high levels of social interaction, stress, and challenge. In order to explore the manner in which different positive psychology constructs are related to sales performance, this chapter presents findings from a meta-analytic investigation into the relationships between sales performance and a variety of positive psychology constructs. Findings based on data from 59 unique samples and 14,334 salespeople indicate that some positive psychology constructs exhibit moderate to even strong relationships with the performance of salespeople, although the strength of these relationships appears to have been substantially inflated by common-source bias. The authors discuss the implications of these findings for selection and training within sales occupations, and advance an agenda for future research.

In today’s markets, many organizations feel pressure to become more responsive to their customers. Managing your business to deliver superior value to targeted customers may provide a strong avenue to improved performance. The route from value-based strategies to share holder value can be complicated, however. These strategies have the most direct impact on performance with your customers in the form of customer satisfaction, word of mouth and loyalty. Successful customer performance should translate into higher market performance, as evidenced by a supplier’s higher customer retention rates and sales. Finally, market performance provides the engine for increasing company performance or shareholder value. Attaining shareholder value through customer value strategies requires committing major management attention to how best to create, deliver and communicate superior value to targeted customers.

Educators are increasingly required to develop creativity and entrepreneurial capabilities amongst students, yet within the fields of entrepreneurship and innovation these are presented as separate processes. We explore the theoretical and conceptual similarities and differences between these processes, and relate this to a range of experiential and digitally enhanced learning activities in formal education settings.

We present a conceptual model of the iterative nature of creativity and entrepreneurship as separate cognitive and social processes leading to aesthetic or sense-making outcomes. This leads to a discussion of how these processes may be experienced by students within an educational setting.

We propose a framework of learning activities which support the development of creativity through teaching entrepreneurially, at primary, secondary, and tertiary education levels. A range of different approaches is critically evaluated according to their relevance, including business planning, simulations, roleplay, co-creation, and flashmobs. Flashmobs are proposed to be most suitable and an outline learning activity design is mapped in detail against creative and entrepreneurial processes.

This chapter supports educational practice and research on learning through entrepreneurship in allowing educators and researchers to evaluate how learning activities may directly contribute to students’ learning through experience and the development of their creative and entrepreneurial mind-set.

This chapter is of value to educators as it explains how creative and entrepreneurial processes may be experienced by students through different forms of learning activity. It is of further value to research on entrepreneurial learning in considering how the creative process may inform entrepreneurial action.