Purpose – The purpose of this paper is to describe the methods used and the qualitative success of organizational development (OD) supported efforts to alter the culture and enhance agency outcomes of an academic health center. Design/methodology/approach – Myers‐Briggs, FIRO‐B, and DISC...

When sales territories are imbalanced, how do salespersons’ emotions-pride and disappointment in goal attainment-affect the choice between sales contests and sales quotas? First, profits in a quota system increase when pride in the weaker territory or disappointment in the stronger territory...

This paper studies the consequences of sales contests versus quota systems when territories have imbalanced sales potential. How do the optimal sales, efforts of salespeople, and profits vary with territory imbalance in a sales contest and how do these change if compensation is based upon...

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Purpose – Little research has been contributed to how the behaviors associated with emotional intelligence may be practically applied to enhance both individual and group decision‐making. The purpose of this paper is to identify practical approaches to the application of emotional...