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featured management models

five trust building blocks: Georges, Laurent, Guenzi, Paolo

five trust building blocks

Georges, Laurent, Guenzi, Paolo

  • topic: marketing & sales
  • period: 2005
In 1999, Swan, Bowers and Richardson conducted a comprehensive study of the drivers of trust in the sales process. Trust drives the development of long-term relationships in personal sales processes and is the key to moving from a short-term, transaction-base toward a long-term, relationship-based interaction between buyer and seller. Trust reflects reliance...
six coordination mechanisms: Mintzberg, Henry

six coordination mechanisms

Mintzberg, Henry

  • topic: org. design & development
  • period: 1979
The Canadian academic, Henry Mintzberg, distinguished six coordination mechanisms from organisational design literature. Any group of individuals that needs to accomplish a complex task faces two opposing requirements: the division of labour of the task into subtasks to support specialisation, and the coordination of these subtasks to accomplish the overall...
motivation-hygiene theory: Herzberg, Frederick, Mausner, Bernard, Snyderman, Barbara

motivation-hygiene theory

Herzberg, Frederick, Mausner, Bernard, Snyderman, Barbara

  • topic: leadership & management and personnel management
  • period: 1959
In the late 1950's, the American psychologists Herzberg, Mausner and Snyderman, analysed the foundations of job motivation based on a large-scale literature review and a survey amongst 200 engineers and accountants from the Pittsburgh area. They challenged the traditional view that workers are only satisfied or dissatisfied with their...
four laws of media: McLuhan, Marshall

four laws of media

McLuhan, Marshall

  • topic: communication and technology & operations
  • period: 1964
Marshall McLuhan, a Canadian professor of Sociology, was best known for popularising views on the effect of the new communication technologies of television and radio on a society's culture. He saw culture as a derivative of technological change rather than an independent factor. He introduced the public to such terms as the 'global village' and...