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The digital transformation is dramatically changing the business-to-business (B2B) sales environment, challenging long-standing views regarding the critical competencies required of salespeople. This paper aims to explore the personal traits associated with sales performance in a digital selling environment.

Using template analysis, the researchers captured and coded over 21 h of in-depth, semi-structured interviews with senior sales leaders from various industry sectors, exploring their perceptions of the personal traits now required of B2B salespeople in the digital landscape.

The research identifies three high-level trait types critical to sales success within a digital selling environment: “analytical curiosity” – the natural motivation and ability to gather and synthesize sales-related knowledge, “empathetic citizenship” – the ability to establish initial rapport while building long-term trust and “disciplined drive” – the exertion of selling effort in a highly focused and methodical manner across all stages of the sales process.

The present data came from interviews with sales leaders in Canada. A more global sample may lead to additional insights. Moreover, the sample was drawn from long-cycle B2B sales environments; conclusions may differ for short-cycle or business-to-consumer markets.

This paper presents a framework for hiring and developing salespeople in the digital sales environment, identifying personal trait types that sales leaders should look for when hiring: analytical curiosity, empathetic citizenship and disciplined drive. The paper identifies how these trait types influence sales success, suggesting that sales leaders could coach and educate their teams to make the best use of them.

This paper presents a conceptual framework for hiring in the digital sales environment and introduces the trait of analytical curiosity not previously discussed in the literature.

This issue is a selected bibliography covering the subject of leadership.

One of the most colorful and free‐spirited publishers in U.S. history, the Charles H. Kerr Publishing Company of Chicago has also made an impressive mark on that history. As this country's oldest alternative publishing house—founded in 1886—it has been closely associated with such movements as populism, freethought, socialism, and the Industrial Workers of the World (IWW), as well as various currents of labor and social radicalism of more recent years. The Kerr Company has also established itself as a leading publisher of original works and reprints in the field of labor and radical history. Several generations of America's progressives and dissidents have relied heavily on Kerr publications for their education and inspiration. For libraries with a focus on labor, politics, women, reform movements, anarchism, socialism, pacifism, radical fiction, popular culture, and the broad counter‐culture, Kerr books are indispensable.

This chapter presents a new model for developing and assessing the decision competencies of executive decision-makers. Prior models consider individual and group decision-making but neglect to consider the impact of group-interactive decision-making on real-world problem-solving and sense-making activities. In the present study experimental protocols represent an approximation of a realistic business decision-making process, where decision-makers consult with groups of stakeholders and then make decisions on their own. The model juxtaposes decision competence with the level of decision confidence with which decisions are made. The study furnishes an objective test for this phenomenon, resulting in quantitative empirical evidence of either follow-the-herd (FTH) behavior, or group-forged individual decisions (GFID), or follow-my-own-mind (FMOM) individual decision behavior. The study investigates the impact of group-interactive decision processes on hubristic behavior – decision-makers who make poor/wrong decisions, but remain confident in their choices, judgments, and decisions. The resulting management decision competency model provides an inter-disciplinary matrix, of benefit to human resource development specialists, and provides scholars in organizational behavior and leadership development with guidance for current and future research into group dynamics and decision competencies.

The purpose of this article is to understand how academics in management deal with the concept of generation in the workplace. We begin by conducting an interdisciplinary literature analysis, thereby elaborating a conceptual framework concerning generational diversity. This framework consists of four levels of analysis (society, career, organisation and occupation) and three dimensions (age, cohort and event/period). We then conduct a meta-analysis using this conceptual framework to analyse papers from the management field. The results from this analysis reveal the existence of a diversity of generational approaches, which focus on the dimensions of age and cohort on a societal level. Four factors seem to explain these results: the recent de-synchronisation of generational dimensions and levels, the novelty of theoretical models, the amplification of stereotypes by mass media and the methodologies employed by researchers. In sum, this article contributes to a more realistic view of generational diversity in the workplace for both academics and practitioners.

This chapter addresses the stage at which entrepreneurs figure out that they have reached their level of incompetence (Peter & Hull, 1969) and how they might overcome it. Recommendations are made to aid entrepreneurs realize when this key moment has arrived, as well as to lay out an action plan to help them either become a professional Chief Executive Officer (CEO) or move aside and let a professional CEO run their company. Based on a state of the art review, this chapter identifies the most valued personality traits and skills, as well as leadership styles, for both entrepreneurs and professional CEOs. Those attributes are summarized as ideal job descriptions to help CEOs detect gaps between their current personality profile and the one that best meets company needs at each stage of the business’ lifecycle.

In the last four years, since Volume I of this Bibliography first appeared, there has been an explosion of literature in all the main functional areas of business. This wealth of material poses problems for the researcher in management studies — and, of course, for the librarian: uncovering what has been written in any one area is not an easy task. This volume aims to help the librarian and the researcher overcome some of the immediate problems of identification of material. It is an annotated bibliography of management, drawing on the wide variety of literature produced by MCB University Press. Over the last four years, MCB University Press has produced an extensive range of books and serial publications covering most of the established and many of the developing areas of management. This volume, in conjunction with Volume I, provides a guide to all the material published so far.

Addresses the standardization of the measurements and the labels for concepts commonly used in the study of work organizations. As a reference handbook and research tool, seeks to improve measurement in the study of work organizations and to facilitate the teaching of introductory courses in this subject. Focuses solely on work organizations, that is, social systems in which members work for money. Defines measurement and distinguishes four levels: nominal, ordinal, interval and ratio. Selects specific measures on the basis of quality, diversity, simplicity and availability and evaluates each measure for its validity and reliability. Employs a set of 38 concepts ‐ ranging from “absenteeism” to “turnover” as the handbook’s frame of reference. Concludes by reviewing organizational measurement over the past 30 years and recommending future measurement reseach.

This paper seeks to present an analysis of the historical emergence of international business and management studies (IBMS) within the context of the post‐World War II USA. It seeks to show how certain conditions of this time and place shaped the orientation of foundational IBMS texts and set a course for the subsequent development of the field.

The approach is primarily conceptual. The paper pursues both a historical analysis and a close reading of foundational texts within IBMS. It first examines the key conditions for the emergence of IBMS including: the internationalization of the US economy and businesses; the Cold War and perceived expansion of Soviet interests; and finally decolonisation processes around the world. These are interrelated aspects of a commercial‐military‐political complex, which simultaneously enabled and constrained the emergence of IBMS scholarship. The paper moves on to link these conditions to two seminal IBMS texts.

The paper reveals the localised and particular conditions that surrounded the emergence of IBMS and how IBMS was constituted to serve particular and localised interests associated with those conditions.

The paper's originality and value lie in a unique historical and discursive analysis of the conditions for the emergence of IBMS that were, in part, instrumental in the development of the field. It thus responds to calls for a “historical turn” in International Business scholarship.

States Canadian governments have, after a decade of health care downsizing, started to focus on issues of health human resources. Posits that nurses in particular experience higher rates of absenteeism and injury than other types of Canadian workers. Advocates that this study’s findings offers numerous ideas to managers of the system, unions, nurses, government and other parties on how to manage the system better for all involved and the improvement of the health care system.