The concept of culture has been an important subject of managerial interest over the past decade, yet little has been written about how culture can be managed within the industrial salesforce. Describes the key components of a salesforce culture and explains the characteristics of a...

Despite a growing body of findings that individualistic achievers incur punitive social costs in the workplaces of collectivistic and equalitarian cultures, little attention has so far been paid to measuring such motivational gravity in psychometrically appropriate ways. From egalitarian...

Discusses the process of change in an organisation via learning. Comments on developing and checking out the vision needed which leads to a strategic plan and the sorting out of a sequence of events to achieve it. Looks at the learning culture combined with the approach taken to management...

Based on empirical work from two major UK organizations. British Airways and BT (formerly British Telecom), both of whom have, after privatization, engaged in large‐scale culture change programmes. Both organizations have made substantial job cuts and (at the time of writing in May 1991) both...