ERIC Number: ED201913
Record Type: RIE
Publication Date: 1980-Sep-5
Problem-Solving Management Training Effects on Sales Productivity and Job Satisfaction.
Ross, Paul C.; And Others
Research suggests that effective organizational change must be led by line personnel rather than by outside consultants. The Performance Management Program (PMP) implemented in two Bell Telephone companies is a line-led, self-help program in which managers participate in problem-solving activities within their own jobs. Marketing and sales managers (N=247) were divided into treatment and control groups and completed several job satisfaction scales before and after the PMP training program. Data were also obtained on sales productivity over a one-year period. There were no significant differences between sales data in the control and treatment groups of both companies during the months prior to the implementation of the training program. Over a five-month post-treatment period, statistically significant increases in sales productivity were observed in the treatment groups of both companies. Job satisfaction declined slightly for the treatment groups; these results were interpreted as reflecting a more task-focused climate during the post-training period. (Author/NRB)
Publication Type: Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Note: Paper presented at the Annual Convention of the American Psychological Association (88th, Montreal, Quebec, Canada, September 1-5, 1980).