Matching Items (6)
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- All Subjects: Leadership
- All Subjects: Sales
- Creators: Kashiwagi, Dean
- Member of: Barrett, The Honors College Thesis/Creative Project Collection
- Resource Type: Text
Description
Industry is changing. Businesses are plagued with problems of inefficiency, ineffectiveness, and waste. Many of these issues arise from some common mistakes within established management structures; these issues include lack of expertise in leadership positions, lack of unity across the organization, and imbalance within the business. Using Information Measurement Theory, the Kashiwagi Solution Model, and leadership theories, this thesis presents a simple approach to creating a business structure through explaining the basic tenets of a successful modern business. It was determined that the first and most important task of a business is to set realistic long-term goals for the organization. This thesis proposes that the basic needs of a successful business also includes having the right individuals, team formation, positive leadership, and the proper alignment of resources. It was found that it is best to hire individuals that exhibit some Type A characteristics because those individuals are likely to effectively carry out the goals of the business. Forming these individuals into small teams increases their processing speeds and encourages a balance of accountability, innovative solutions, and a network of learning. Furthermore, consistent, positive leadership that lives the company culture is a key element to successfully maintaining the business vision and maximizing associate effectiveness. It was also determined that aligning the organization to work towards the business vision can be performed through implementing a flat structure, placing individuals in roles that maximize effectiveness, and establishing the right business goals so that there is a consistent business vision at all levels of the organization. This thesis also provides guidance on how to implement these tenets in a simple, dominant way. Ultimately, the four proposed tenets working in unison towards business goals can lead to a successful and adaptable modern business.
ContributorsMeade, Payton Drew (Author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / Chemical Engineering Program (Contributor) / Barrett, The Honors College (Contributor)
Created2016-05
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
A new honors class created at Arizona State University utilizes a new "thinking" paradigm. The new paradigm is a problem solution using deductive logic and natural laws to replace the traditional acquisition and usage of detailed knowledge. When utilizing deductive logic, less time is required for students to learn, and students are able to resolve unique issues with minimal amounts of information. Students use their logic and processing skills to replace the traditional need of collecting large amounts of detailed information. The concepts taught in the class have come from the industry success of the Best Value (BV) approach developed by a leading research group at Arizona State University over the last 17 years. The research group identified the source of the industry's problem is due to the traditional business approach of management, direction and control (MDC). With over 1500 tests conducted, delivering $5.7B of services, with results showing: 30% decrease in cost, 30% increase in value, and customer satisfaction improvement by up to 140%, the Best Value (BV) approach has been identified as more efficient and can deliver better quality services than the traditional MDC approach. Through the research group's implementation of the new paradigm in higher education, the author identified a windfall effect that was able to give students understanding and an increased ability to cope with stressful situations, disease and extraordinary complications. It also exposed students to potentially harmful practices in their lives and has helped them to change. The study tested in K-12 proved potential value in exposing the paradigm to K-12 students, and what impact it may have on future professionals. The author's results include satisfaction rating of 9.5 (out of 10), increased career alignment by up to 113%, increased understanding of self by up to 70%, and a reduction of stress by up to 71%. The author's K-12 case studies aligned with the successful results shown in the industry and college classes run by the leading research group. The pattern of the new paradigm shows as resistance to it decreases, productivity, efficiency, processing speed, understanding, and effectiveness all increase.
ContributorsRivera, Alfredo (Author) / Kashiwagi, Dean (Thesis director) / Collofello, James (Committee member) / Nelson, Margaret (Committee member) / Barrett, The Honors College (Contributor) / Department of Management (Contributor) / Del E. Webb Construction (Contributor)
Created2013-12
Description
The aim of this thesis is to explain the dichotomy between public perception of leadership and quantifiable measurement of leadership based on Information Measurement Theory, a method of utilizing deductive logic, and to identify and interpret the causes of such discrepancies as seen in the case of Steve Jobs. The general public perceives Steve Jobs to be an effective leader because he was visionary, entrepreneurial, charismatic and highly successful. However, these perceptions are not true indicators of leadership but rather qualitative interpretations of leadership without tangible evidence in support of this idea. An analysis of words found in multiple appearances of online articles relating to Steve Jobs and leadership revealed a variety of common factors associated with Steve Jobs' leadership, supporting a primarily positive viewpoint by the public. The thesis then identified how a new methodology of measuring leadership effectiveness based on quantitative data, known as the New Leadership Model, concludes Steve Jobs does not meet the criteria necessary to be considered a Best Value Leader, one who uses alignment rather than management, direction and control to achieve maximum efficiency within an organization. The discrepancies between public perception of Steve Jobs as a leader and the results of the New Leadership Model evaluation show significant variance. Potential rationale for these variances is offered in the thesis. In conclusion, the thesis argues that public perception will often differ from quantifiable measurement of leadership based on the interpretation of leadership by various groups and by the methods each group uses to identify characteristics of effective leadership.
ContributorsRoderique, Kelsey Boyd (Author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / Barrett, The Honors College (Contributor) / T. Denny Sanford School of Social and Family Dynamics (Contributor) / WPC Graduate Programs (Contributor) / Walter Cronkite School of Journalism and Mass Communication (Contributor)
Created2014-05
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
The insurance industry consists of financial advisors planning for individual’s financial future through defensive investments that will payout in case of something happening to a person’s greatest asset—themselves. Each financial advisor is mandated to pass a professional exam to receive their license in order to take in clients in each state. There is a process in which clients are serviced and sold on different products of insurance. Advisors need to consider client needs and service them with products are in their best interest and within financial reason. <br/> To sell a product you must have clients, and the way that financial advisor receive clients are generally through two ways: company provided or their own connections. At the end of the day, the goal is to get in front of more people and expand you circle. In that sense, there are two common way people address this expansion of circles and that is build relationships versus networking. The goal of this paper is to dive deep in the insurance industry and analyze the sales process when comparing the difference in selling through building relationships versus selling through networking.<br/> The research plan I have in mind start from researching background and history, to current practices environment, to method process solutions. In the initial stages of my research, I will focus on background and history of the financial services industry in terms of sales and insurance. This will address insurance sales processes in the financial services industry and its features as well as benefits. After explaining the step by step process and potential results of the sales process in the insurance industry, I will start researching current environments of the industry. This will explain the history, key theoretical elements, and significant events of the industry. <br/> The history of the background will set stage for me to address situational challenges in the business based on my own experience to which I will do research to find plausible sales process solutions when comparing relationship sales to networking sales. This research will then be synthesized with my own experimental solutions as I work in the industry, which will help me complete chapter 4 and 5 of my theses – Methods and Execution of Results.
ContributorsSkelnik, Eason John (Author) / Byrne, Jared (Thesis director) / Desiderio, Jake (Committee member) / Department of Finance (Contributor) / Department of Supply Chain Management (Contributor) / Barrett, The Honors College (Contributor)
Created2021-05