High-Performers: Recruiting & Retaining Top Employees / Edition 1

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Overview

Dubinsky and Skinner have uncovered 13 drivers of discretionary effort, or why employees go above and beyond what is expected of them in the job. If you are aware of these drivers, and if you use their prescription to recruit, manage and retain employees with these attributes, you can realize a company of High Performers.

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Editorial Reviews

From the Publisher
This book is a quick read, has practical implications for training and motivating service employees, and provides insight as well as the One Minute Manager.

Every now and then, a book comes along that gets to the heart of an important management issue. I'm putting High Performers: Recruiting and Retaining Top Employees on my managers' required reading list.

The prescription given to each reader at the end of every chapter is perfect medicine to aid an ailing company. One needs only to apply some of the 13 drivers mentioned in the book to ensure positive growth for both the company and the individual.

This text provided a quick way to reference anecdotal information from a wide variety of performance-oriented employees. Skinner and Dubinsky do a good job of summarizing that information and providing useful suggestions for managing your current employee base more effectively and for gleaning more innate performance factors from candidate interviews.

Fundamentals are critical to overall business success. The fundamentals and costs associated with the recruiting, hiring, development, and retention of high performance employees is forefront on the minds of managers in today's business environment. Use this books as a working resource to support decision making in the management of your organization's most valued asset- human capital.

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Product Details

  • ISBN-13: 9780324200966
  • Publisher: Cengage Learning
  • Publication date: 8/14/2003
  • Edition description: New Edition
  • Edition number: 1
  • Pages: 96
  • Product dimensions: 6.29 (w) x 9.34 (h) x 0.47 (d)

Meet the Author

Alan J. Dubinsky is a leading authority in sales management and selling. He has authored and co-authored over 150 articles on sales and marketing issues. His article "Sales Force Socialization" was voted by the AMA Sales SIG as one of the top ten most influential articles in selling and sales management in the twentieth century. He has written three books in the area of sales management and selling. Currently, Dr. Dubinsky is a Professor of Selling and Sales Management at Purdue University.

Steven J. Skinner is the Rosenthal Professor in the Gatton College of Business and Economics at the University of Kentucky, where he has taught undergraduate and graduate courses in the School of Management for over twenty years. He was previously on the faculty at Illinois State University and was formerly a research administrator for State Farm Insurance Companies. He has also consulted with a variety of large and small organizations. Dr. Skinner has authored or co-authored seven books, including the recently published High Performers: Recruiting and Retaining Top Employees (South-Western, 2004), part of South-Western's Professional Portfolio. Dr. Skinner's research has been published in a number of journals, including the Academy of Management Journal, Journal of Marketing Research, Journal of Retailing, Journal of Business Research, Public Opinion Quarterly, Journal of the Academy of Marketing Science, Journal of Advertising Research, Journal of Risk and Insurance, and Journal of Personal Selling and Sales Management. He has received the Mu Kappa Tau Award for the best article in Journal of Personal Selling and Sales Management.

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Table of Contents

Disclaimer. Preface. 1. Beyond the Call of Duty: I Don't Know What It Is, But I Know It When I See It! 2. Internal Motivation: Gee, I Actually Get Paid To Do This? 3. Initiative: Sometimes you just do it! 4. Upbringing: A Chip Off The Old Block. 5. Self-Satisfaction: It's Spelled P-R-I-D-E. 6. Empathy: Walk A Mile In My Shoes. 7. Concern: When You Care Enough To Do the Very Best. 8. Reciprocity: I'll Scratch Your Back if You Scratch Mine. 9. Customer Acquisition and Retention: Ka-Ching, Ka-Ching. 10. Customer Satisfaction: Rubber Ball, Come Bouncing Back To Me. 11. Role Modeling and Organizational Culture: A Picture Paints a Thousand Words. 12. Recognition: Looking Goooood! 13. Promotion: Opening Doors to Nirvana. 14. Compensation: Brother, Can You Spare a Dime? 15. Carpe Diem: Go for it!

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  • Anonymous

    Posted October 25, 2004

    A Solid Effort!

    This is a very short book and most of what authors Alan J. Dubinsky and Steven J. Skinner have to say seems like straight, plain common sense. That is so rare in books about human resource management that this seems like a small gem. Most of its content consists of vignettes of high-performing employees who go out of their way to serve customers. But the authors have arranged their material well as they discuss boosting employees who do good work in lower-level management or staff positions. Each chapter covers a trait that motivates top performers and includes succinct tips for managers. The authors also outline, on a matrix, the relationship between performance motivation and managerial initiatives. While you can easily read this book in less than an hour, putting its recommendations into effect will be the work of an organizational lifetime. We believe it will be work well rewarded.

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