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Article
Publication date: 1 April 2004

Sheldon Friedman

Decision‐makers in organizations often make what appear as being intuitively obviously and reasonable decisions, which often turn out to yield unintended outcomes. The cause of…

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Abstract

Decision‐makers in organizations often make what appear as being intuitively obviously and reasonable decisions, which often turn out to yield unintended outcomes. The cause of such ineffective decisions can be a combination of cognitive biases, poor mental models of complex systems, and errors in thinking provoked by anxiety, all of which tend to reinforce the currently held belief structures that reinforce even further resistance to change in people. While Senge has advocated for the use of simulations, called, “microworlds” to overcome such resistance, there are times when such simulations are not available for use or are otherwise infeasible. At these times, alternative methods need to be considered for improving the capacity of managers to learn from experience and improve the quality of their decision‐making. Among the alternatives that can be used to improve decision‐making are role‐play, neuro‐linguistic programming, the use of corrective methods related to groupthink, critical thinking skills and failure analysis. A review of the causes of poor decision‐making, methods of changing one's beliefs, guiding principles for making better decisions, and a process for improving the quality of lessons learned from experience is presented in this article.

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The Learning Organization, vol. 11 no. 2
Type: Research Article
ISSN: 0969-6474

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Book part
Publication date: 27 August 2021

Emma Milne

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Criminal Justice Responses to Maternal Filicide: Judging the failed mother
Type: Book
ISBN: 978-1-83909-621-1

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Book part
Publication date: 5 June 1996

Steve McCorriston and Ian M. Sheldon

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Agricultural Markets
Type: Book
ISBN: 978-0-44482-481-3

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Article
Publication date: 27 January 2012

Terrence H. Witkowski

This article seeks to bring two hitherto neglected Polish language texts on selling and salesmanship to the attention of marketing historians. In contrast to Bartels' seminal…

650

Abstract

Purpose

This article seeks to bring two hitherto neglected Polish language texts on selling and salesmanship to the attention of marketing historians. In contrast to Bartels' seminal work, this research aims to show that early marketing writing was not just in the English language and that early marketing thought was disseminated via instruction outside institutions of higher education. The research also intends to explore how marketing education served to acculturate one group of immigrants to American business norms.

Design/methodology/approach

The primary sources are Sprzedawca czyli: Sztuka Prowadzenia Handlu Podług Systemów Amerykańskich (Salesman: The Art of Commerce According to American Norms) by Józef Mierzyński and Sprzedawnictwo Sklepowe (Store Salesmanship), third edition, by Bolesław Z. Urbanski. Both were published in Chicago. Their tables of contents were translated and compared to selected English language texts on selling and salesmanship written about the same time. Additional information on the authors, publishers, and potential audience was also gathered to give context to these texts.

Findings

These Polish language books contained much of the same information as the English language literature on sales from the period, but with more information on personal comportment and more illustrative material. These books provide evidence of sophisticated business thinking among some Polish immigrants. Commercial correspondence courses and self‐instruction brought early marketing thought to this market and thus helped Poles enter the American economic mainstream.

Originality/value

The article shows that these are the first books on selling and salesmanship – or on any other marketing topic – known to be written in the USA prior to 1920 in a language other than English. They are worthy of close scrutiny because they reveal a new dimension to the early creation and dissemination of marketing thought.

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Journal of Historical Research in Marketing, vol. 4 no. 1
Type: Research Article
ISSN: 1755-750X

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Book part
Publication date: 13 August 2018

Robert L. Dipboye

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The Emerald Review of Industrial and Organizational Psychology
Type: Book
ISBN: 978-1-78743-786-9

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Article
Publication date: 16 November 2012

Clive G. Long, Ellen Banyard, Emily Fox, Jackie Somers, Denise Poynter and Rachel Chapman

The aim of this paper is to investigate reasons for treatment non‐attendance for dual diagnosis women in secure psychiatric settings.

428

Abstract

Purpose

The aim of this paper is to investigate reasons for treatment non‐attendance for dual diagnosis women in secure psychiatric settings.

Design/methodology/approach

A semi structured interview was used to investigate patients' reasons for session non attendance on the day of non participation across four wards. Reasons for non attendance were grouped using the mulifactorial offender readiness model (MORM) categories of affective, volitional, behavioural, cognitive and external. Assignment of responses to categories was undertaken by a two person team and inter rater reliability was assessed.

Findings

Patients' rates of attendance varied by ward and level of security (low vs medium); and diagnosis. Systematic enquiry about the reasons for non attendance led to increased session attendance. Reasons for non attendance were cognitive reflecting negative evaluations of treatment and treatment outcomes. Psychological therapies and educational sessions were deemed the most important along with one‐to‐one clinician appointments.

Originality/value

Issues of treatment engagement and the timing of treatment interventions are major issues in the care of secure psychiatric patients, particularly those with a primary diagnosis of personality disorder. Findings highlight the importance of systematic enquiry about reasons for non attendance and suggest potential interventions designed to improve engagement.

Details

Advances in Dual Diagnosis, vol. 5 no. 4
Type: Research Article
ISSN: 1757-0972

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Article
Publication date: 1 March 1992

John Conway O'Brien

A collection of essays by a social economist seeking to balanceeconomics as a science of means with the values deemed necessary toman′s finding the good life and society enduring…

1244

Abstract

A collection of essays by a social economist seeking to balance economics as a science of means with the values deemed necessary to man′s finding the good life and society enduring as a civilized instrumentality. Looks for authority to great men of the past and to today′s moral philosopher: man is an ethical animal. The 13 essays are: 1. Evolutionary Economics: The End of It All? which challenges the view that Darwinism destroyed belief in a universe of purpose and design; 2. Schmoller′s Political Economy: Its Psychic, Moral and Legal Foundations, which centres on the belief that time‐honoured ethical values prevail in an economy formed by ties of common sentiment, ideas, customs and laws; 3. Adam Smith by Gustav von Schmoller – Schmoller rejects Smith′s natural law and sees him as simply spreading the message of Calvinism; 4. Pierre‐Joseph Proudhon, Socialist – Karl Marx, Communist: A Comparison; 5. Marxism and the Instauration of Man, which raises the question for Marx: is the flowering of the new man in Communist society the ultimate end to the dialectical movement of history?; 6. Ethical Progress and Economic Growth in Western Civilization; 7. Ethical Principles in American Society: An Appraisal; 8. The Ugent Need for a Consensus on Moral Values, which focuses on the real dangers inherent in there being no consensus on moral values; 9. Human Resources and the Good Society – man is not to be treated as an economic resource; man′s moral and material wellbeing is the goal; 10. The Social Economist on the Modern Dilemma: Ethical Dwarfs and Nuclear Giants, which argues that it is imperative to distinguish good from evil and to act accordingly: existentialism, situation ethics and evolutionary ethics savour of nihilism; 11. Ethical Principles: The Economist′s Quandary, which is the difficulty of balancing the claims of disinterested science and of the urge to better the human condition; 12. The Role of Government in the Advancement of Cultural Values, which discusses censorship and the funding of art against the background of the US Helms Amendment; 13. Man at the Crossroads draws earlier themes together; the author makes the case for rejecting determinism and the “operant conditioning” of the Skinner school in favour of the moral progress of autonomous man through adherence to traditional ethical values.

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International Journal of Social Economics, vol. 19 no. 3/4/5
Type: Research Article
ISSN: 0306-8293

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Book part
Publication date: 12 July 2010

Monique Boekaerts

In recent years, it has become evident that self-regulation plays a central role in human functioning, including learning and achievement in school. Although there are different…

Abstract

In recent years, it has become evident that self-regulation plays a central role in human functioning, including learning and achievement in school. Although there are different definitions of self-regulation, there is general consensus that it refers to a multi-component, iterative, self-steering process that targets one's own cognitions, feelings, and actions, as well as features of the environment for modulation in the service of one's own goals (Boekaerts, Maes, & Karoly, 2005). Educational psychologists agree that learning in the classroom involves cognitive and affective processing and is heavily influenced by social processes. This implies that students should be able and willing to regulate their cognitions, motivation, and emotions, as well as to adapt to the social context in order to facilitate their learning. Yet, there is at present neither a uniformly accepted definition of self-regulation nor that of self-regulated learning. Most theorists agree that self-regulation in the classroom is neither an all-or-none process nor a property of the learning system. Rather, it consists of multiple processes and components that interact in complex ways. Definitions have focused either on the structure of self-regulation, describing the different components of the self-regulation process, or on the processes that are involved.

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The Decade Ahead: Applications and Contexts of Motivation and Achievement
Type: Book
ISBN: 978-0-85724-254-9

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Book part
Publication date: 1 September 2017

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The Ideological Evolution of Human Resource Management
Type: Book
ISBN: 978-1-78743-389-2

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Book part
Publication date: 5 June 2023

Jan Macfarlane and Jerome Carson

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Positive Psychology for Healthcare Professionals: A Toolkit for Improving Wellbeing
Type: Book
ISBN: 978-1-80455-957-4

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