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Description
This paper explores the intersection between principles of Information Measurement Theory (IMT) and sales techniques to identify a best value approach for sales professionals. Developed at Arizona State University and supported by numerous academic publications, IMT is a thinking paradigm that utilizes deductive logic and reasoning to understand how the world works and identify best value practices that minimize risk, decision making, and stress. One core concept of IMT is that individuals have no influence on the people around them, an idea that directly contradicts with traditional beliefs of the sales industry. The goal of this paper is to understand the qualities that make a sales professional successful from an IMT perspective, while outlining best value practices to apply in the real world. Comparison research for the sales industry was conducted by analyzing classic and modern sales literature, author participation in an industry-leading, professional sales training program, and input from sales professionals. The analysis identifies how top sales experts utilize techniques that allow them to efficiently uncover dominant information about their prospects' needs and then use that information to sell a valuable product to their customers. The analysis also outlines the common personality traits amongst well-aligned sales professionals. By adopting the practices and thinking paradigms outlined in this paper, individuals can maximize their potential in a sales career.
ContributorsFrelka, Benjamin (Author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / Barrett, The Honors College (Contributor)
Created2015-05
Description
The purpose of this creative thesis project is to create the framework of an educational class package based off of a course offered at Arizona State University. The course chosen for this project is an honors course titled Deductive Logic: Leadership and Management Techniques and is taught by Dean Kashiwagi, PhD. The class package is designed to be published over an online platform so students and professors from various institutions can access the material. Currently the platform is in its final stages of development and is slated to go live on July of 2014. The future development of the package will be geared towards facilitating interdisciplinary collaboration between institutions based off of course concepts.
ContributorsGunnoe, Jake Alan (Author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / Barrett, The Honors College (Contributor) / Mechanical and Aerospace Engineering Program (Contributor) / Del E. Webb Construction (Contributor)
Created2014-05
Description
Mindfulness-based stress reduction (MSBR) is a clinically standardized meditation process that has been shown to facilitate the treatment of a variety of mental and physical disorders. The known efficacy of mindfulness-based stress reduction is derived from research on participants who are defined as unhealthy in some form. The potential benefits of mindfulness-based stress reduction for individuals who are considered to be healthy is under-studied, as less attention has gone into this subject area. Information Measurement Theory is a predictive theory that simplifies reality, and through this logical simplification, allows people to predict and see into the future. The concepts that are central to Information Measurement theory are natural laws, unique conditions, and relationships of unique conditions between the past, present, and future and the event model. This project aims to answer the question of if individuals, who are considered to be healthy, experience the same beneficiary results, that mindfulness-based stress reduction models execute, through the conception and knowledge of Information Measurement Theory. This study aims to compare MBSR and IMT in order to determine the consequences of each on the individual. The purpose of this study is also to highlight the promising success that Leadership Society of Arizona has achieved through the teaching of IMT in leadership courses.
ContributorsPirotte, Genevieve Katherine (Author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / Department of Psychology (Contributor) / Barrett, The Honors College (Contributor)
Created2016-12
Description
The purpose of this research paper is to examine the current state of Arizona's public K-12 education system and offer tangible solutions to improve it. An overview of the state's educational funding and performative rankings reveals a deeply disadvantaged system that especially disadvantages low income students. Arizona continually ranks in the bottom quartile in the nation for both K-12 performance and public education spending. By examining the best practices employed by some of the highest-ranking school systems in the world and reconfiguring them to fit Arizona, the state can significantly improve its national and international rankings. Research was conducted into four Scandinavian countries and four Southeast Asian countries selected based on 2016 K-12 Achievement Scores, Gross National Happiness Index, National 2016 Social Progress Index, and the 2016 Social Mobility Index as follows: Finland, Belgium, Netherlands, Switzerland, Singapore, Japan, South Korea, and China (Hong Kong). After dissecting each countries' public school characteristics and funding formula, it was clear that each block of countries offered different solutions to the problems presented by Arizona's current educational climate. Namely increasing the efficacy of social welfare programs that directly impact low income students in K-12, improving statewide teacher certification standards, modeling the school year to be more like Southeast Asian countries to reduce summer learning loss, and facilitating an "educational culture" similar to that of Japan.
ContributorsBentley, Jackson Christopher (Author) / Kashiwagi, Dean (Thesis director) / Katherine, Clemens (Committee member) / School of Historical, Philosophical and Religious Studies (Contributor) / W. P. Carey School of Business (Contributor) / Barrett, The Honors College (Contributor)
Created2017-05
Description
The millennial generation is quickly solidifying its place as the dominate generation within the workforce. As millennials transition through workplace hierarchy it is essential organizations understand how to properly develop incoming talent. This is especially important within sales as the opportunity cost for hiring and developing new sales professionals is much higher compared to other professions. Downward trends in millennial retention rates is also a strong contributing factor to the importance of understanding the millennial generation. This paper aims to identify key concepts and elements employers should incorporate into their sales training programs in order to better develop millennials entering sales roles. Through an analysis of each generation and sales training a clear framework will be identified to achieve this goal. Analyzing millennials unique strengths and weaknesses will provide the basis for the key areas employers need to focus on when designing their sales development programs. The framework identified is easily adaptable within any organizations as the concepts discussed can be universally applied.
ContributorsStensland, Zachary William (Author) / Montoya, Detra (Thesis director) / Schlacter, John (Committee member) / Department of Marketing (Contributor) / Department of Information Systems (Contributor) / Barrett, The Honors College (Contributor)
Created2017-05
Description
Education is a very sensitive topic when it comes to implementing the right policies. From professionals well-versed in the topic, to the very students who are being taught, feedback for reform is constantly being addressed. Nonetheless, there remains a large gap between the performance of some of the most advanced countries in the world and the United States of America. As it stands today, USA is arguably the most technologically advanced country and the outright leader of the free market. For over a century this nation has been exceeding expectations in nearly every industry known to man and aiding the rest of the world in their endeavors for a higher standard of living. Yet, there seems to be something critically wrong with the way a large majority of the younger generation are growing up. How can a country so respected in the world fall so far behind in what is considered the basics of human education: math and science? The Trends in International Mathematics and Science Study (TIMSS) is a series of assessments taken by countries all around the world to determine the strength of their youth's knowledge. Since its inception in 1995, TIMSS has been conducted every four years with an increasing number of participating countries and students each time. In 1999 U.S. eighth-graders placed #19 in the world for mathematics and #18 for science (Appendix Fig. 1). In the years following, and further detailed in the thesis, the U.S. managed to improve the overall performance by a small margin but still remained a leg behind countries like Singapore, Hong Kong, Japan, Russia, and more. Clearly these countries were doing something right as they consistently managed to rank in the top tier. Over the course of this paper we will observe and analyze why and how Singapore has topped the TIMSS list for both math and science nearly every time it has been administered over the last two decades. What is it that they are teaching their youth that enables them to perform exceptionally above the norm? Why is it that we cannot use their techniques as a guideline to increase the capabilities of our future generations? We look to uncover the teaching methods of what is known as Singapore Math and how it has helped students all over the world. By researching current U.S. schools that have already implemented the system and learning about their success stories, we hope to not only educate but also persuade the local school districts on why integrating Singapore Math into their curriculum will lead to the betterment of the lives of thousands of children and the educational threshold of this great nation.
ContributorsKichloo, Parth (Co-author) / Leverenz, Michael (Co-author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / Rivera, Alfredo (Committee member) / Department of Management (Contributor) / Department of Marketing (Contributor) / Department of Finance (Contributor) / Department of Information Systems (Contributor) / Barrett, The Honors College (Contributor)
Created2016-05
Description
The two authors completed the entirety of their schooling within the United States, from preschool to university. Both authors experienced loss of interest towards their education each successive year and assumed the nature of learning and education was to blame. The two students took a class on the Kashiwagi Information Measurement Theory their second years at Arizona State University and applied the concepts taught in that class to past experiences in the United States education system to determine the cause behind their waning interest in their education. Using KSM principles the authors identified that the environment produced by and ineffectual and inefficient educational system is what resulted in their, and the majority of their peers, growing dissatisfaction in their education. A negative correlation was found between GPA and control. As the control in a students environment increased, their GPA decreased. The data collected in this thesis also supports the conclusions that as a student is exposed to a high stress environment, their GPA and average amount of sleep per night decrease.
ContributorsKulanathan, Shivaan (Co-author) / Westlake, Kyle (Co-author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / Gunnoe, Jake (Committee member) / Computer Science and Engineering Program (Contributor) / Chemical Engineering Program (Contributor) / Barrett, The Honors College (Contributor)
Created2016-05