Highly Effective Behavior of Financial Consultants - Couverture souple

Ettinger, Elfi

Couverture souple

ISBN 10 : 3834912727 ISBN 13 : 9783834912725

Editeur : Gabler Verlag, 2008

Synopsis

Even after the introduction of self-services such as online banking, the need for qualified personnel in the financial service industry has remained strong. Important business is still conducted face-to-face between consultant and customer. Hence, many financial service firms still see their competitive advantage in a committed workforce.

Elfi Ettinger focuses her research on how financial consultants perceive, explain, and interpret their commitment at work based on their collective reality of actions and behavior. She analyzes which organizational performance variables consultants associate with their commitment at work, and how consultants’ commitment behavior is linked with organizational performance. The results of the author’s study are based on 40 in-depth interviews with consultants from 30 financial service firms. She identifies fifteen roles for describing consultants’ most effective commitment behavior at work. The author reveals dominant associations between identified commitment behaviors, consequences, and final organizational outcomes. Finally, she draws a hierarchical value map of those linkages that display consultants’ collective reality of the meaning of their commitment at work.

A propos du livre

À propos de l'auteur

Dr. Elfi Ettinger ist Assistenz-Professorin am Lehrstuhl für Information Systems & Change Management der Universität Twente, Niederlande.

Détails de l'édition

• Éditeur: Gabler Verlag
• Date d'édition: 2008
• Langue: anglais
• ISBN 10: 3834912727
• ISBN 13: 9783834912725
• Reliure: Broché
• Nombre de pages: 160
• Coordonnées du fabricant: Springer-Verlag GmbH; customerservice@springernature.com; ; Tiergartenstraße 17; Heidelberg; Baden-Württemberg; 69121; Allemagne