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- 1. Improving Performance of Sales Reps
- Researchers resolve a contradiction between two theories involving goal difficulty.
- 2. For Safety Sake
- A review of 20 years of safety research leads to 3 recommendations.
- 3. Strengthening the Core
- Recent findings offer a new way to stimulate performance.
- 4. Cutthroat Cooperation
- New finding provides guidance for improving compensation systems.
- 5. The Psychology of Giving Up
- Researcher discovers two reasons managers give up on improvement efforts.
- 6. Competition Counts
- Research reveals industry conditions that favor new businesses.
- 7. Outstanding Problem Solvers
- Research identifies several thought processes of high performers.
- 8. Skill-Based Pay
- A new pay plan reveals a remarkable impact.
- 9. Predicting Sales Performance
- Research examines 129 studies searching for patterns that predict sales success.
- 10. Hurt on the Job
- Research reveals ways we can make workplaces safer.
- 11. Loafing on the Job
- Researcher discovers ways to structure work that discourage loafing.
- 12. Team-Based Management
- Researchers examine a new management system and discover its warts.
- 13. The Heart of the Pep Talk
- Researchers demonstrate performance benefits for preparatory information in high stress settings.
- 14. Mothers in Need
- An in-depth examination of working mothers reveals insights that should help us design products to meet their needs.
- 15. Managing Core Incompetencies
- Simple rules and administrative habits display a destructive impact on the development of new projects.
- 16. The Lost Customer Dilemma
- Researchers explore customers' thinking as they navigate a complex shopping environment.
- 17. New Business Formation
- Researcher identifies factors that spur the formation of specialized small companies.
- 18. Starving for Quality
- A review of total quality management reveals ways to check its progress and discovers signs of trouble.
- 19. Listen While You Work?
- Researchers discover a simple personnel practice that boosts both performance and satisfaction for some employees.
- 20. Just Do It!
- Research discovers the best tactics to accelerate product development.
- 21. Debunking T.V. Advertising Myths
- Research reveals new rules for using T.V. advertising to influence sales.
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