High-Performers: Recruiting & Retaining Top Employees

Dubinsky, Alan J.; Skinner, Steven J.

ISBN 10: 032420096X / ISBN 13: 9780324200966

Published by Cengage Learning, 2003

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Bibliographic Details

• Title: High-Performers: Recruiting & Retaining Top Employees
• Publisher: Cengage Learning
• Publication Date: 2003
• Language: English
• ISBN 10: 032420096X
• ISBN 13: 9780324200966
• Binding: Hardcover
• Condition: New

About this title

Synopsis

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.

About the Authors

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.