High-Performers : Recruiting and Retaining Top Employees
by Dubinsky, Alan J.; Skinner, Steven J.Edition: 1st
Format: Hardcover
Pub. Date: 2003-08-14
Publisher(s): Cengage Learning
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Summary
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.
Author Biography
Alan J. Dubinsky has authored and co-authored over 150 articles on sales and marketing issues. 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 of Marketing in the Gatton College of Business and Economics at the University of Kentucky. He has authored or co-authored seven books and numerous articles in the area of marketing, selling, and sales management. Dr. Skinner has consulted with a variety of companies and speaks on topics including employee performance and discretionary effort
Table of Contents
| Disclaimer | vi | ||
| Preface | vii | ||
| 1 Beyond the Call of Duty: I Don't Know What It Is, But I Know It When I See It! | 1 | (6) | |
| 2 Internal Motivation: Gee, I Actually Get Paid to Do This? | 7 | (6) | |
| 3 Initiative: Sometimes Ya Just Do It! | 13 | (6) | |
| 4 Upbringing: A Chip off the Old Block | 19 | (6) | |
| 5 Self Satisfaction: It's Spelled P-R I-D-E | 25 | (4) | |
| 6 Empathy: Walk a Mile in My Shoes | 29 | (6) | |
| 7 Concern: When You Care Enough to Do the Very Best | 35 | (6) | |
| 8 Reciprocity: I'll Scratch Your Back if You Scratch Mine | 41 | (6) | |
| 9 Customer Acquisition and Retention: Ka-Ching, Ka-Ching, Ka-Ching | 47 | (4) | |
| 10 Customer Satisfaction: Rubber Ball, Come Bouncing Back to Me | 51 | (6) | |
| 11 Role Modeling and Organizational Culture: A Picture Paints a Thousand Words | 57 | (6) | |
| 12 Recognition: Looking Goooooood! | 63 | (6) | |
| 13 Promotion: Opening Doors to Nirvana | 69 | (6) | |
| 14 Compensation: Brother, Can You Spare a Dime? | 75 | (4) | |
| 15 Carpe Diem: Go for It! | 79 | (9) | |
| Index | 88 |
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