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191.
Information technology (IT) has become a powerful tool in today's business world. One specific impact of IT has been the development of the virtual office and organization. This paper discusses some issues associated with the virtual office. Some advantages and disadvantages of the virtual office are summarized from both employees' and employers' perspectives. The behavior engineering model (BEM) developed by Thomas Gilbert (1996) is used as a framework to analyze the different factors related to performance in the virtual office. Additionally, the application of other concepts from human performance technology (HPT) and organizational behavior management (OBM) perspectives are suggested. Some future research guidelines are discussed and the need to further develop experimental and more controlled data-based studies are pointed out. 相似文献
192.
Several research articles have been published demonstrating the effectiveness of behavioral interventions in improving suggestive selling behavior of sales staff (e.g., Johnson & Masotti, 1990; Martinko, White, & Hassell, 1989; Mirman, 1982; Ralis & O'Brien, 1986). Procedures employed in these studies made use of two classes of personnel to implement the intervention: (1) personnel internal to the organization or (2) external consultants. The current study examined the efficacy of a consumer‐driven approach to improve suggestive selling behavior of three employees of a fast food franchise. Customers delivered either a verbal prompt or praise to an employee after they had placed their order. Delivery of a prompt or praise depended on whether or not the employee made a suggestion for an additional food purchase. This consumer‐driven intervention increased suggestive selling behaviors of all three employees, and was associated with higher suggestive sales in each case. 相似文献