Search
Now showing items 1-2 of 2
Understanding the Experiences of ‘Not Knowing’ in Workplace
(Indian Institute of Management, Ahmedabad, 2015)
‘Knowing’ is respected, recognized and rewarded, and is the dominant discourse in organizations. The key for understanding and analyzing issues or problems or situations is often seen as ‘knowing’. Amidst the emphasis on ...
Instrumental leadership as a determinant of salesperson performance: applying the extended full range leadership theory (FRLT)
(Indian Institute of Management Ahmedabad, 2014)
Salesperson performance plays an important role in determining the success of an organization. Due to of rapidly changing technology, increasing competition and rising customer expectation, the job of a salesperson continues ...