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  • September 2024
  • Article

Sales Coaching and Value Creation
By: Frank V. Cespedes
Despite the prevalence of “coachability” in firms’ stated hiring criteria, managers over-estimate the amount of time they actually devote to coaching their people. For example, research indicates that only 15% of sales managers even spend as much as 25% of their time...  View Details
Keywords: Competency and Skills
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  • 2017
  • Working Paper

Shopping for Confirmation: How Disconfirming Feedback Shapes Social Networks
By: Paul Green Jr., Francesca Gino and Bradley Staats
Many organizations employ interpersonal feedback processes as a structured means of informing and motivating employee improvement. Ample evidence suggests that these feedback processes are largely ineffective, and despite a wealth of prescriptive literature, these...  View Details
Keywords: Developmental Feedback; Self-concept; Positive Illusions; Social Network; Threat; Identity; Social and Collaborative Networks; Behavior; Performance; Social Media
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  • September 2011
  • Article

Taking Gender into Account: Theory and Design for Women's Leadership Development Programs
By: Robin J. Ely, Herminia Ibarra and Deborah Kolb
We conceptualize leadership development as identity work and show how subtle forms of gender bias in the culture and in organizations interfere with the identity work of women leaders. Based on this insight, we revisit traditional approaches to standard leadership...  View Details
Keywords: Programs; Prejudice and Bias; Leadership Development; Identity; Organizational Culture; Gender
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