The purpose of the study was to develop an initial competency model necessary for success in the sales managers job in the business to business market. The findings indicate that the initial competency model for sales managers has thirty-two competencies and six competency clusters including,...

ABSTRACTHistorically, there has been a myth in Corporate America which says there is a labor shortage of qualified talent, particularly among women and minorities in the high tech industry. Likewise, in 1998, the Joint Ventures Workforce Initiative Study, which analyzed the supply of skilled...

Rapid demographic, societal, economic, and technological changes have become such significant forces in all businessesboth large and smallthat executives are becoming acutely aware of how much reliance is placed on human capitalemployeesto achieve results. Already at a marketing disadvantage in...

ABSTRACTThe purpose of this study was to explore the experiences and challenges faced by engineers as they moved to the position of engineering manager. Little research-based information was available to understand the challenges faced in this transition. Information was collected via...

We describe Bayes factor, an explicit measure of the strength of the evidence, the extent to which the data increase or decrease the odds a given hypothesis or model is true. Issues and techniques for deriving a Bayes factor are outlined. We illustrate the technique with data from an ultimatum...