rdf-syntax-grammar
mods:
  schema location: http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
  title info:
    title: Critical competencies needed for outside sales managers
    sub title: a Delphi study
  name:
    name part: Cooper, Christie
    role:
      role term: creator
    role:
      role term: author.
  type of resource: text
  genre: bibliography
  genre: Case studies.
  origin info:
    place:
      place term: enk
    date issued: 2019
    issuance: monographic
  language:
    language term: eng
  physical description:
    form: remote
    extent: 1 online resource : illustrations.
  abstract: 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.
  target audience: specialized
  note: Christie Cooper.
  note: Includes bibliographical references and index.
  subject:
    topic: Sales executives
    genre: Case studies
  subject:
    topic: Leadership
    genre: Case studies
  subject:
    topic: Directeurs commerciaux
    genre: Études de cas
  subject:
    topic: Leadership
    genre: Études de cas
  subject:
    topic: Leadership
  subject:
    topic: Sales executives
  classification: HF5439.5 .C66 2019
  classification: 658.85
  related item:
    title info:
      title: SAGE Research Methods. Cases
  identifier: 9781526467799
  identifier: 1526467798
  identifier: http://proxy.library.tamu.edu/login
  record info:
    record content source: SGPBL
    record creation date: 190103
    record change date: 20240923170508.7
    record identifier: in00005496625
    language of cataloging:
      language term: eng