Matching Items (9)
Filtering by

Clear all filters

134193-Thumbnail Image.png
Description
Expat assignments can be incredibly useful, if done correctly. However, 10-20 percent of expat assignments fail due to various difficulties \u2014 adjustment, preparedness, family issues, etc. There are many ways to mitigate this failure rate, include training and development, proper preparation, support throughout the assignment \u2014 the one this thesis

Expat assignments can be incredibly useful, if done correctly. However, 10-20 percent of expat assignments fail due to various difficulties \u2014 adjustment, preparedness, family issues, etc. There are many ways to mitigate this failure rate, include training and development, proper preparation, support throughout the assignment \u2014 the one this thesis evaluates is proper selection measures for choosing an expat going abroad. Selecting the right candidate is the first step in the battle and if this is done correctly, it increases the likelihood that the expat assignment will be successful. Here we evaluate three selection measures: job performance, resiliency, and employee readiness. Included are interview questions with raters, as well as comments from current/past expats and managers of expats. If the three characteristics are well assessed for, a better selection for an expat can be made, thus increasing the probability of a successful assignment.
ContributorsHarrington, Jessarra Morgan (Author) / Baer, Michael (Thesis director) / Macafee, Lisa (Committee member) / Department of Management and Entrepreneurship (Contributor) / Barrett, The Honors College (Contributor)
Created2017-12
133724-Thumbnail Image.png
Description
Many companies recognize the need of soft skill improvement and utilize leadership development programs. As the program states, the company uses the curriculum to focus on developing and cultivating leadership skills for their employees. While perfecting the aptitudes, it is vital that these curriculums focus primarily on developing soft skills

Many companies recognize the need of soft skill improvement and utilize leadership development programs. As the program states, the company uses the curriculum to focus on developing and cultivating leadership skills for their employees. While perfecting the aptitudes, it is vital that these curriculums focus primarily on developing soft skills rather than hard skills. Not stating that hard skills are not significant; just that leaders require to apply soft skills abundantly in their day to day duties. Within this thesis, the discussion is on the gap of soft skills and why the need to improve and narrow the breach is imperative in today's workforce. About 67% of HR managers will hire a candidate with strong soft skills, even if their hard skills are lacking; since HR managers value and recognize the proficiency gap of soft skills in the workforce today. Because of the necessity for soft skills, it is vital for employers to identify how to assess for soft skills. In order to do so, the companies should focus on the competencies that are required for the needed position. For the competencies that are utilized in leadership positions, soft skills are emphasized and assesses for more. Salt River Project is utilized, in the thesis, as a company example on assessing competencies that are desired when hiring for leadership positions, varying from a supervisor level position to a director level position. Due to the findings stated in the thesis, soft skills are weighed heavily and are recognized as required skills for most leadership positions. Therefore, soft skills are paramount in leadership development programs.
ContributorsRodriquez, Alisa (Author) / Macafee, Lisa (Thesis director) / Knott, Eric (Committee member) / Department of Management and Entrepreneurship (Contributor) / School of Historical, Philosophical and Religious Studies (Contributor) / Barrett, The Honors College (Contributor)
Created2018-05
134645-Thumbnail Image.png
Description
Becoming good at selling is a nuanced skill. Many pivotal techniques are often not communicated properly in the training and onboarding phases, leaving many members of the sales force "crippled" before they even get into the field. We set out to discern the "best practices" of selling, and the underlying

Becoming good at selling is a nuanced skill. Many pivotal techniques are often not communicated properly in the training and onboarding phases, leaving many members of the sales force "crippled" before they even get into the field. We set out to discern the "best practices" of selling, and the underlying causes as to why they work. Through meticulous research obtained via study of experiments, sourced articles and other academic papers we compiled a thorough outline detailing the most efficient ways to build a relationship with the buyer and close the sale. From there we discussed the methodology to implement those skills into a complete sales training program. This paper serves as an informational guide to the necessary skills to complete a sale and how to train for those skills.
ContributorsSweeney, Connor (Co-author) / Reid, Tyler (Co-author) / Dietrich, John (Thesis director) / Ostrom, Lonnie (Committee member) / Economics Program in CLAS (Contributor) / Department of Management and Entrepreneurship (Contributor) / Department of Marketing (Contributor) / W. P. Carey School of Business (Contributor) / Barrett, The Honors College (Contributor)
Created2017-05
134336-Thumbnail Image.png
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

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
Student Organizations at Arizona State University experience a high volume of employee turnover throughout the school year. Change in organizations is inevitable; however, this element of change directly affects the prosperity of the organization. The intent of this project was to research and identify the motives behind the departing student

Student Organizations at Arizona State University experience a high volume of employee turnover throughout the school year. Change in organizations is inevitable; however, this element of change directly affects the prosperity of the organization. The intent of this project was to research and identify the motives behind the departing student workers and offer a solution for retention. The Programming and Activities Board \u2014 the second largest student organization on campus, known for its event planning expertise, was used as a means of testing the idea of the impact of training development on student workers. This study involved research in human resource management and industrial organizational psychology. As a result, job analysis was performed, organizational restructuring occurred as well as the creation of a one stop platform for learning and development that contains online interactive trainings, platform for management to engage the workers, pre-test and post-tests as well as additional organizational information. Student Organizations provide undergraduates and graduates with the opportunities to grow and develop skills for the real world. By restructuring the way of management within the organization will provide an opportunity to create stronger student organizations in the future. This study found that with a solid training and development plan, students could understand the purpose they were working towards and understand their current roles and responsibilities in the organization. The Programming and Activities Board had previously experienced a 40.9% turnover rate but after the implementation of the program turnover is now at 11.9%. The transition from traditional to e-learning training is beginning to embed itself into the organizational culture due to the creation of a sustainable solution plan.
ContributorsReade, Kelsey Nicole (Author) / Kellso, James (Thesis director) / Davis, Ben (Committee member) / Department of Management and Entrepreneurship (Contributor) / Department of Supply Chain Management (Contributor) / Barrett, The Honors College (Contributor)
Created2016-12
147688-Thumbnail Image.png
Description

Workers in sales roles are often faced with a large number of time management decisions on a daily basis. Sales people must choose where they should be spending their time in order to create revenue while also maintaining a healthy work-life balance. In this thesis project, a sales process is

Workers in sales roles are often faced with a large number of time management decisions on a daily basis. Sales people must choose where they should be spending their time in order to create revenue while also maintaining a healthy work-life balance. In this thesis project, a sales process is analyzed to see if there is an opportunity to increase both revenue and work-life balance. This paper investigates a wholesale insurance brokerage company, Risk Placement Services, and their sales force of brokers. A significant portion of these brokers’ workday consists of the backend task of marketing accounts to insurance carriers to find coverage. This is necessary for the completion of the sales cycle but either limits the amount of time brokers can be out on the road or on calls trying to bring in new business or makes them work longer off the clock hours to get these accounts out to insurance carriers. The more business a broker is bringing in, the more time they have to spend marketing these new accounts to carriers, which puts them into a constant snowball of increasing tasks and goals. The main model for the analysis of this problem will be Reframing Organizations by Bolman & Deal which focuses on using their four-frame model to analyze and gain more insight into organizations. Being able to understand this problem from multiple perspectives will allow a more holistic solution to be reached. Following this analysis multiple potential solutions are discussed towards the end of this thesis project.

ContributorsWard, James Henry (Author) / deLusé, Stephanie (Thesis director) / Thomas, Ash (Committee member) / Department of Management and Entrepreneurship (Contributor, Contributor) / Barrett, The Honors College (Contributor)
Created2021-05
Description

The world has been greatly impacted by the global pandemic. One of the most substantial shifts was within the workplace and the emergence of a virtual working environment. It has been proven that Generation Z is leaning towards a hybrid working environment for their future careers. According to a recent

The world has been greatly impacted by the global pandemic. One of the most substantial shifts was within the workplace and the emergence of a virtual working environment. It has been proven that Generation Z is leaning towards a hybrid working environment for their future careers. According to a recent AT&T survey of employees and business leaders at large U.S. companies, about 86% of employees would prefer hybrid work (Kelly, 2022). Companies have not yet considered successful hybrid working set-ups that could benefit their organization. Research is proving that 72% of businesses reported having no hybrid strategy or basic model that is being implemented into the organization. Both companies and individuals agree that a hybrid working model will help court more young talent. This research study explores the new option of creating a basic hybrid working model that can be adopted by any organization for its remote eligible workers. The model brings together the preferences of Generation Z with research on important hybrid working features specified by additional outside research. A survey conducted on people between the ages of 18 to 25 with one hundred seventeen responses found that 70.9% answered that they would prefer a hybrid working environment. The process for this hybrid work format is compared to that of a hybrid car engine (Appendix A). In order to have a successful output, there need to be specific inputs to ensure the model’s functionality. By following and adding to the model, an organization can increase the success of its hybrid working environment for the new generation of workers coming in after experiencing the pandemic. The overall study aims to voice insights on Gen Z’s working preferences and provide a future solution for creating successful hybrid working conditions for organizations with the potential for further research.

ContributorsBurr, Rosalia (Author) / West, Mindy (Thesis director) / Meier (Hahn), Lisa (Committee member) / Barrett, The Honors College (Contributor) / Department of Management and Entrepreneurship (Contributor) / School of Social and Behavioral Sciences (Contributor) / Dean, W.P. Carey School of Business (Contributor)
Created2022-05
131929-Thumbnail Image.png
Description
Leadership, as a field of study, has suffered under the dialectic between an ephemerality which keeps the true nature of leadership difficult to quantify and an ardent desire to have leadership fully understood so that societal institutions may improve. It is the primary focus of this research to view leadershi

Leadership, as a field of study, has suffered under the dialectic between an ephemerality which keeps the true nature of leadership difficult to quantify and an ardent desire to have leadership fully understood so that societal institutions may improve. It is the primary focus of this research to view leadership as the collection of skills that an individual develops over time which allows them to demonstrate leadership ability regardless of their actual position within an organization. Through a review of the leadership skills literature, a potentially unifying framework for understanding and measuring leadership skills was extrapolated: Mumford, Campion, and Morgeson’s Leadership Skills STRATAPLEX (2007). In order to determine the ability of the framework to serve as a unified model between the divergent characteristics of the public and private sectors, a limited replication study was performed on a targeted sample of Human Resources (HR) leaders in the public and private sectors. The study consisted of a twenty-three-question survey which captured the HR leaders’ years of experience, sector type (sector of employment), and their self-rated measurement of the twenty-one leadership skills needed to perform in their position. Through the limited replication study, it was found that there existed no statistically significant difference between the sector type and any of the twenty-one leadership skills within this replication study. Although it should be noted that some of the leadership skills did approach statistical significance, a more robust replication of the STRATAPLEX for the explicit purpose of determining a relationship between sector type and the twenty-one leadership skills would prove useful in determining the veracity of these results. The results of this study serve to doubly inform leadership researchers of the possibility of creating a unified leadership skills framework as well as demonstrating to organizational leaders the value in producing leadership training which models this framework as its foundation for all leadership positions.
ContributorsAppelhans, Noah Michael (Author) / Knott, Eric (Thesis director) / Macafee, Lisa (Committee member) / Department of Management and Entrepreneurship (Contributor) / School of Politics and Global Studies (Contributor) / Dean, W.P. Carey School of Business (Contributor) / School of Public Affairs (Contributor) / Barrett, The Honors College (Contributor)
Created2020-05
132416-Thumbnail Image.png
Description
Companies are constantly looking for a way to increase sales and productivity from their workforce. A popular way to spark motivation and competition is through employee sales contests or incentive-based plans. In theory, these contests are geared to include every employee at the sales level in the organization and are

Companies are constantly looking for a way to increase sales and productivity from their workforce. A popular way to spark motivation and competition is through employee sales contests or incentive-based plans. In theory, these contests are geared to include every employee at the sales level in the organization and are thought to boost motivation across the board. But, sales contests receive substantial attention regarding their effectiveness from the academic and professional press due to some unethical incidents happening at large corporations. There have been many studies regarding the effectiveness of contests, but many have inconclusive results and do not produce a definite answer. Because of this, further research is needed to confirm the effectiveness of such contests used in the professional world. Further research would require a study that is much longer in length, as there are many variables that are behind the psychological factors associated to sales contests.

I conducted a study on the effective design, implementation, motivational factors, and takeaways upon completion of such contests. The purpose of this study is to find out whether or not sales contests are an effective way of motivating a diverse workforce. The results suggest that sales contests are a hyper-efficient tool to increase employee motivation but must be prepared for and implemented correctly in order to achieve efficient results. I recommend that sales managers use contests as a tool to gauge the motivational and behavioral changes in their employees resulting from such contests, instead of just trying to gain more revenue. Also, to combat the growing threat of unethical behaviors as a result of running sales contests, leaders need to implement appropriate measures, like unethical behavior diversion courses.
ContributorsWitt, Tyler Lee (Author) / Montoya, Detra (Thesis director) / Dietrich, John (Committee member) / Department of Marketing (Contributor) / Department of Management and Entrepreneurship (Contributor) / Barrett, The Honors College (Contributor)
Created2019-05