High-Performers : Recruiting & Retaining Top Employees
Editorial Reviews
Book Description
Dubinsky and Skinner have uncovered 13 drivers of discretionary effort, or why employees go above and beyond what is expected of them in the job. If you are aware of these drivers, and if you use their prescription to recruit, manage and retain employees with these attributes, you can realize a company of High Performers.
About the Author
Alan J. Dubinsky is a leading authority in sales management and selling. He has authored and co-authored over 150 articles on sales and marketing issues. His article "Sales Force Socialization" was voted by the AMA Sales SIG as one of the top ten most influential articles in selling and sales management in the twentieth century. He has written three books in the area of sales management and selling. Currently, Dr. Dubinsky is a Professor of Selling and Sales Management at Purdue University. Steven J. Skinner is the Rosenthal Professor and Director of the School of Management in the College of Business and Economics at the University of Kentucky, where he has taught undergraduate and graduate courses in marketing for 16 years. He was previously on the faculty at Illinois State University and was formerly a research administrator for State Farm Insurance Companies. He has also consulted with a variety of large and small organizations.
Dr. Skinner is the author of Marketing, Second Edition, a college textbook published by Houghton Mifflin, and co-author of Management: Quality and Competitiveness and Business for the 21st Century published by Richard D. Irwin. He is also co-author of The New Banker: Developing Leadership in a Dynamic Era, a widely acclaimed professional book published by Irwin Professional Publishing.
Dr. Skinner?s research has been published in a number of journals, including the Journal of Marketing Research, Academy of Management Journal, Journal of Retailing, Journal of Business Research, Public Opinion Quarterly, Journal of the Academy of Marketing Science, Journal of Advertising Research, Journal of Risk and Insurance, and Journal of Personal Selling and Sales Management. He has received the Mu Kappa Tau Award for the best article in Journal of Personal Selling and Sales Management. He is on the board of contributing advisers for Marketing Educator Review and is on the editorial review board of the Journal of Personal Selling and Sales Management.
High-Performers : Recruiting & Retaining Top Employees,Alan J. Dubinsky,Steven J. Skinner,South-Western Educational Pub,032420096X,Business & Economics,Business / Economics / Finance,Business/Economics,Employee motivation,Employees,Human Resources & Personnel Management,Job satisfaction,Labor turnover,Marketing - General,Recruiting,Business & Economics / Human Resources & Personnel Management
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