Sticking together under pressure : (Record no. 31918)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01585naa a2200205uu 4500 |
| 001 - CONTROL NUMBER | |
| control field | 0031514275637 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20190211170422.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 100315s2008 xx ||||gr |0|| 0 eng d |
| 999 ## - SYSTEM CONTROL NUMBERS (KOHA) | |
| Koha Dewey Subclass [OBSOLETE] | PHL2MARC21 1.1 |
| 041 ## - LANGUAGE CODE | |
| Language code of text/sound track or separate title | eng |
| 100 1# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | BESSON, M. |
| 9 (RLIN) | 38980 |
| 245 10 - TITLE STATEMENT | |
| Title | Sticking together under pressure : |
| Remainder of title | the risk-sharing approach and trust-building in sales management |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Dorchester : |
| Name of publisher, distributor, etc. | Elsevier, |
| Date of publication, distribution, etc. | February 2008 |
| 520 3# - SUMMARY, ETC. | |
| Summary, etc. | Companies that rely on Management By Objectives systems typically encounter two types of difficulty: objectives may be too dificult to attain, especially when there is top-down pressure; and reference to objectives defined at the start of the year may be a questionable basis for year-end performance evaluation when managers' results have been affected by unforeseen events. Our purpose is to examine how MBO is used when managers simultaneously face high pressure to achieve objectives and high environmentl uncertainty. |
| 520 3# - SUMMARY, ETC. | |
| Summary, etc. | Based on a study of fourteen sales executives, this article identifies two types of organizational adjustments brought into play by executives to cope with this type of situation: a more collective management approach to ensure achievement of overall corporate objectives, and development of close interpersonal relationships that build mutual trust between sales executives and their staff. |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | LÖNING, H. |
| 9 (RLIN) | 38981 |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | MENDOZA, C. |
| 9 (RLIN) | 38982 |
| 773 08 - HOST ITEM ENTRY | |
| Title | European Management Journal |
| Related parts | 26, 1, p. 11-23 |
| Place, publisher, and date of publication | Dorchester : Elsevier, February 2008 |
| International Standard Serial Number | ISSN 02632373 |
| Record control number | |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Periódico |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) | |
| -- | 20100315 |
| Operator's initials, OID (RLIN) | 1427^b |
| Cataloger's initials, CIN (RLIN) | Daiane |
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