Thesis (Ph. D.)--Duke University, 1992. / Includes bibliographical references (leaves 335-350).

Thesis (Ph. D.)--University of Maryland at College Park, 1990. / Includes bibliographical references (leaves 323-343).

Thesis (Ph. D.)--University of Sussex, 1988. / Includes bibliographical references (leaves 192-201).

Thesis (Ph. D.)--Carleton University, 1992. / Includes bibliographical references (leaves 382-401).

Thesis (M.Soc.Sc.)--University of Hong Kong, 1986. / Also available in print.

by Stuart E. Madnick. / Includes bibliographical references.

In the present quasi-experimental study, the relationships among individual executive characteristics, top management group processes, the business environment, and organizational performance for the gas and computer industries were investigated. Data were collected through a questionnaire using several published instruments measuring work locus of control, self-monitoring, group innovation/improvement, collaboration, and task management, environmental uncertainty, and perceptions of organizational performance. Return on assets data and sales data for several years were obtained from a business database. A total of 204 executives, 135 from the gas industry and 69 from the computer industry, returned completed questionnaires. Group processes were positively correlated with the average return on assets over three years. In addition, based on regression analyses, group processes predicted the average return on assets over three years. Work locus of control was positively correlated with group processes. However, none of the hypothesized moderator relationships were supported due to collinearity difficulties with one of the measures. Also, there were no differences between the gas and computer industries with regard to the uncertainty of the business environment.

by Fok Chi Chuen. / Includes bibliographical references / Thesis (M.B.A.)--Chinese University of Hong Kong, 1986

by Cheung Kam-to, Yee Po-kui Lawrence. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1982. / Includes bibliographical references (leaves 116-117).

by Yuen Ying-kit. / Thesis (M.B.A.)--Chinese Unversity of Hong Kong, 1990. / Bibliography: leaves 80-81. / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iii / PREFACE --- p.v / Chapter I. --- INTRODUCTION --- p.1 / Background --- p.1 / The Computer Industry --- p.2 / Chapter II. --- LITERATURE REVIEW --- p.5 / Definition of Customer-Oriented Selling --- p.5 / The Marketing Concept --- p.7 / Customer-Oriented Selling and Marketing --- p.11 / Chapter III. --- RESEARCH OBJECTIVE --- p.14 / Chapter IV. --- METHODOLOGY --- p.16 / Research Design --- p.16 / Test Instrument --- p.17 / Sampling and Data Collection --- p.19 / Chapter V. --- ANALYSIS AND DISCUSSION OF RESULTS --- p.23 / Reliability of Testing Instrument --- p.23 / SOCO Scores 一 Salespeople vs Customers --- p.24 / Salespeople Variables --- p.27 / SOCO Scores and Salespeople Variables --- p.30 / SOCO Scores and Customer Variables --- p.30 / Chapter VI. --- CONCLUSIONS --- p.40 / APPENDIX --- p.43 / Chapter I. --- Questionnaire before Pretest / Chapter II. --- Revised Questionnaire (English Version) / Chapter III. --- Revised Questionnaire (Chinese Version) / Chapter IV. --- Asian Computer Directory (Sample) / Chapter V. --- Coding Format for Questionnaire on Salespeople / Chapter VI. --- Coding Format for Questionnaire on Customers / Chapter VII. --- Calculation of Coefficient Alpha / Chapter VIII. --- SPSS Statistical Analysis for Salespeople Data / Chapter IX. --- SPSS Statistical Analysis for Customer Data / BIBLIOGRAPHY --- p.80