The use of reference points — for example, a monthly sales quota of 20 sales — is at the heart of reference-dependent behavioural economic theories, the most influential being “prospect theory.” According to prospect theory, an outcome is evaluated based on a reference point. Failure to achieve the reference point (19 sales instead of 20) […]
Subject: HR Management
How to Ensure Knowledge Sharing under Pressure
In today’s information age, a key source of effectiveness in organizations is knowledge management, and more specifically knowledge sharing among employees. At the same time, one of the growing challenges faced by today’s employees is the time pressure caused by factors such as widespread corporate staff reductions and increase in job insecurity; struggling to do […]
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How Employees Win ‘Voice’ and Influence Decisions
It is well established, in research, that employees who are allowed to voice their opinions perceive decision-making procedures as more fair and are more likely to display pro-social behaviours and work in the collective interest. Relatively little, however, is known about what influences leaders’ decisions to grant ‘voice’ and act fairly. The results of the […]
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Managing the Multigenerational Workplace
In a white paper published by Kenan-Flagler Business School, Dan Bursch and Kip Kelly describe today’s workforce has decidedly multigenerational and comprised of five generations each with distinct general characteristics: Traditionalists (born pre-1946): traditionalists tend to have a strong work ethic that translates into stability and experience. Essentially they view of work as a privilege, […]
How a Culture of Integrity Boosts the Bottom Line
The true measure of integrity in a firm is not comforting slogans on the home page of the company website, but how employees feel about whether top management, through its actions and behaviours, is living up to the promise. A culture of integrity exists when employees perceive top managers as trustworthy and ethical. "The higher […]
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Understanding Dreams: A New Tool for the Executive Coach?
Everybody dreams. Phantasmagoric ‘night journeys’ are part of life. It’s estimated that by the age of 60 most of us will have dreamed 197,100 dreams over 87,000 hours. The reasons why we dream, however, remain unclear. Oneirology, the study of dreams, has failed to produce a consensus. Some people argue that dreams are random firings […]
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Do Ivy League or Elite Educated CEOs Outperform Others?
The term ‘human capital’ encompasses the knowledge, skills and talents inherent in individuals. These skills represent an important source of productivity in an organization, and can be enhanced through training and education. But could an individual’s selection from a top educational institution constitute or signal that they will amount to a ‘better’ human capital resource […]
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Mortality: The Ultimate Motivator
Fear of death is a core part of the human condition. It’s been associated with everything from the enduring appeal of religion and spiritual beliefs to the desire to reproduce and raise children. It remains, however, largely ignored in management literature and mainstream motivational theories. Death is a powerful ‘stealth motivator’ that leads to defensive […]
How Conducting Appraisals Well Builds Ethical Behaviour
Treat people with respect and you encourage the kinds of behaviours that create value for shareholders and stakeholders. The high-profile scandals that have engulfed both the private and public sectors in recent years have focused attention on unethical behaviour — and ways to prevent it. It’s been acknowledged that organizations have to do more than […]
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Securing Talent with a Superior Employee Value Proposition
Traditionally, financial capital has been viewed as the primary promoter of growth and profitability for an organization. Though undoubtedly still important, executives have begun to realise there is something else that is even more crucial: human capital. How companies attract, develop and retain talent is fast replacing financial concerns, especially in light of the fact […]
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