How to motivate your problem people

Managers who motivate with incentives and the power of their vision and passion succeed only in energizing employees who want to be motivated. So how do you motivate intractable employees--the ones who never do what you want and also take up all your time? According to Nigel Nicholson, you can't: Individuals must motivated themselves. Nicholson advocates a method that turns conventional approaches to motivation upside down. Instead of pushing solutions on problem employees, the manager should pull solutions out of them by creating circumstances in which the employees can channel their motivation toward achievable goals. That means addressing any obstacles-possibly even the manager's own demotivating style--that might be hindering the employees. The author's method demands that a manager take charge of a difficult situation and resolve it. An investment of time is required, but it will bring the manager to a resolution sooner than other means would. Using detailed examples, Nicholson walks the reader through his method, pointing out potential pitfalls along the way. First, the manager creates a rich picture of the problem person. Second, the manager exercises flexibility and reframes goals so that the employee can meet them. Third, in a carefully staged, face-to-face conversation, the manager meets with the problem employee on neutral ground. Whether a problem is solved or simply resolved, the payoffs from using this method extend beyond the specific employees who have been difficult to motivate. Besides increasing a manager's chances of motivation problem people, the method can inspire an entire team by signaling that the organization deals with difficult people rather than discarding them.     

The diffusion of successive generations of a technology: A more general model

In many cases of technological development, successive generations of a technology evolve, each more efficient than its predecessor. It has been assumed when modeling and forecasting the adoption of these technologies that the market reaction to each generation was similar. Using the terminology of the Bass model, this similarity is encapsulated in the assumption that the coefficients of innovation and imitation are constant. New data for two and three generations of mobile telephone technology from eleven countries are modeled. The modeling framework used—simultaneous estimation for successive generations using a full information maximum likelihood procedure—demonstrates that, in most cases, the hypothesis of constant coefficients can be rejected. Use of a model with changing coefficients is shown to considerably improve forecasting performance. These results were reinforced by analysis of data for four generations of IBM mainframes.     

German Monetary Union: An historical counterfactual analysis

This paper views German Monetary Union as a sequence of large asymmetric shocks to the European economies. As such it can be analysed with a large, new-Keynesian macro-econometric model of the relevant economies such as NiGEM. The ‘news’ in the sequence of shocks is assessed by analysing contemporary, NiGEM based, forecasts, and important events are then ‘peeled-off’ in reverse order. The resulting counterfactual history analyses the effects of the collapse of the Soviet economy on the EC and Scandinavian economies, and it is argued that the recession in countries such as Finland was not primarily caused by trade effects. The costs of support programmes for East Germany are then removed, creating a negative fiscal shock. Finally the paper analyses the overall effects of the set of shocks. In each part of the counterfactual history, individuals from forward looking expectations and the authorities operate fiscal solvency rules and target monetary aggregates.     

The power and politics of sales forecasting: Uncertainty absorption and the power of the Marketing Department

Recent concerns have focused on the adequacy of the power of Marketing Departments to implement the marketing concept and to put into effect marketing plans and strategies. The article analyzes the marketing function as an information processing activity, where one significant element of information processing is sales forecasting as an uncertainty absorption process. The major hypothesis is that the power of the Marketing Department can be partially explained by its control of sales forecasting, both directly but also indirectly through a set of strategic contingencies which make marketplace uncertainty critical to the firm. The argument is supported by empirical data from a study of manufacturing firms in the United Kingdom, and leads to the identification of a number of implications for managers and researchers.     

Small firms and e-business: cautiousness, contingency and cost-benefit

This paper examines how e-business affects small firms in supply chains. Research in four UK supply chain cases, assistive/medical technology, construction, computer consumables and apparel, indicate widening gaps between large and small firm investment and strategy for exploitation of e-business. Existing models of e-business operationalisation are critically evaluated; and their appropriateness in providing insight and guidance is reflected on. While each model individually provides some useful insights, none are appropriate for examining small firm take up of e-business. Therefore a new framework is developed based on three key issues—cautiousness, contingency and cost-benefit.     

‘Tourism poverty’ in affluent societies: Voices from inner-city London

There is now a significant body of work analysing the multifaceted connections between tourism and poverty in less developed economies. Far fewer studies discuss the relationships between tourism and poverty in the world’s affluent societies and most of these concentrate on social tourism and on the benefits of these holidays for deprived and marginalised groups. This paper provides an insight into the experiences of families unable to afford any form of paid holiday away from home. Based on participant-driven interviews with 20 low-income parents living in a deprived area of Inner London, the paper reveals that for these individuals exclusion from tourism makes a clear contribution to their children’s exclusion from everyday norms as holidays are regarded as part of contemporary British family life. The study discusses policy and business implications and suggests further investigation of trans-generational ‘tourism poverty’.