| Description |
1 online resource : illustrations |
| Series |
SAGE Research Methods. Cases |
|
SAGE Research Methods. Cases
|
| Summary |
Using a three-round Delphi study, the purpose of this case study was to show how I researched the critical competencies needed for successful outside sales managers. Eighteen expert panelists reviewed an exhaustive list of 172 competencies. They used a 5-point Likert-type scale to rank each competency, where 5℗=℗most important and 1℗=℗least important. Once they achieved consensus, they implemented thematic coding to create clusters. Ultimately, they identified four clusters, and each cluster contained three to four competencies. This model was initially called the DUET Leadership Competency model and has since been copyrighted as the 4 Ís of Leadership |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Description based on XML content |
| Subject |
Leadership -- Case studies.
|
|
Sales executives -- Case studies.
|
| Genre/Form |
Case studies.
|
|
Case studies.
|
| Form |
Electronic book
|
| ISBN |
1526467798 |
|
9781526467799 (ebook) |
|
