Thesis (MA) -- University of Stellenbosch, 2001. / ENGLISH ABSTRACT: Current time pressures, complexity, rapid change, global competition, and the merging of computer and communication technology are facilitating a trend toward the virtual workplace. As the growth in the virtual workplace accelerates, organisations face new challenges to cope with new organisational structures and managerial leadership roles. Of particular relevance to this study is that the new organisational forms necessitate new management structures, which might be different from mechanistic structures. It also implies that the prevalence of managerial leadership in different organisational structures might be different. Using the Multifactor Leadership Questionnaire (MLQ) of Bass & Avolio (1994) and Organisational Structure Questionnaire of Miller & Droge (1986), this research attempted to investigate the prevalence of leadership in mechanistic, organic and virtual structures. Hypotheses were tested to determine the relationship between leadership and structure; leadership and environment; and environment and structure. The data was collected through a field experiment. The study was aimed at middle, senior and top level management. Of the 165 questionnaires sent out, 80 middle level managers, 20 senior level managers and two top level managers completed questionnaires. The results reflect that both transformational and transactional leadership occur in organic organisations. The results also reflect that both transformational and transactional leadership occur in virtual organisations. The results of the survey also show that only some of the organic-mechanistic dimensions predicted the prevalence of leadership in these structures. A positive relationship was found between organic and virtual structures. Environment served as a poor predictor for the prevalence of transformational and transactional leadership in a dynamic or stable environment. The results also confirmed that virtual organisations do occur in dynamic environments. However, no relationship was found between environment uncertainty and either mechanistic or organic structure. Conclusions are drawn from the results obtained and recommendations are made for future research. / AFRIKAANSE OPSOMMING: 'N EKSPLORATIEWE STUDIE VAN BESTUURSLEIERSKAP BINNE MEGANISTIESE, ORGANIESE EN VIRTUELE ORGANISASIES. Huidige tydsdruk, kompleksiteit, snelle verandering, globale kompetisie en die samesmelting van rekenaar- en kommunikasietegnologie fasiliteer 'n tendens tot die onstaan van die virtuele werkplek. Met die versnelling van die groei van die virtuele werkplek kom organisasies voor nuwe uitdagings te staan om nuwe organisatoriese strukture en leierskaprolle te hanteer. Veral relevant met betrekking tot hie~die studie, is die feit dat nuwe organisatoriese vorms nuwe bestuurstrukture wat van meganistiese strukture sou kon verskil, noodsaaklik maak. Dit impliseer ook dat die voorkoms van bestuursleierskap binne verskillende organisatoriese strukture verskillend sou kon wees. Hierdie studie poog om die Multifaktor Leierskap-vraelys (Multifactor Leadership Questionnaire (MLQ)) van Bass en Avolio (1994) en die Organisatoriese Struktuur-vraelys (Organisational Structure Questionnaire) van Miller en Droge (1986) te gebruik om die voorkoms van leierskap binne meganistiese, organiese en virtuele strukture te ondersoek. Hipoteses is getoets om vas te stel wat die verband tussen leierskap, struktuur en omgewing is. Die inligting is deur middel van'n veldeksperiment ingesamel. Dit was gemik op bestuurders op middel-, senior en topbestuurdersvlak. Een honderd vyf-en-sestig vraelyste is uitgestuur en 80 middelvlakbestuurders, 20 senior bestuurders en twee topbestuurders het vrealyste voltooi. Die resultate toon dat beide transformasionale en transaksionele leierskap wei binne organiese organisasies voorkom. Die resultate reftekteer ook dat beide transformasionale en transaksionele leierskap binne virtuele organisasies voorkom. Daarbenewens toon die resultate van die opname dat slegs sommige van die organies-meganistiese dimensies die voorkoms van leierskap binne hierdie strukture voorspel het. 'n Positieve verband is tussen organiese en virtuele strukture gevind. Omgewing het as In swak voorspeller vir die voorkoms van transformasionele en transaksionele leierskap gedien. Die resultate het ook bevestig dat virtuele organisasies wei' binne dinamiese omgewings voorkom. Geen verband kon egter tussen omgewing-onsekerheid en meganistiese of organiese struktuur gevind word nie. Alfeidings is uit die verkree resultate gemaak en voorstelle ten opsigte van toekomstige navorsing word aan die hand gedoen.

Study project (MComm) -- University of Stellenbosch, 2001. / ENGLISH ABSTRACT: A psychometric audit of an existing selection procedure: The validity and credibility of assertions made about the effectiveness and faimess of selection procedures is dependent on the methodology with which the procedure was developed and justified. Thus the process of evaluating a selection procedure in practice entails comparing the developmental history of the procedure to the ideal approach of developing and justifying a selection procedure, derived from standard guidelines, to identify and rectify any procedural and substantial shortcomings. Such a process could be described as a psychometric audit. The actuarial approach to selection is proposed as the ideal approach, whereby a mechanical decision rule is derived from historical data and justified in terms of the faimess and utility of the decisions made. A psychometric audit on the developmental history of the selection procedure for the selection of commission advisers is undertaken and various shortcomings are identified and rectified or at least recommendations are made on rectifying them. The audit finds that the selection procedure has zero validity and negative utility and discriminates unfairly. / AFRIKAANSE OPSOMMING: Die geldigheid en geloofwaardigheid van utsprake oor die effektiwiteit en billikheid van In keuringsprosedure is 'n funksie van die metodologie waarmee die prosedure ontwikkel en regverdig is. Dus geskied die evaluasie van In keuringsprosedure in wese deur die ontwikkelingsgeskiedenis van die prosedure te vergelyk met die ideale benadering tot die ontwikkeling en regverdiging van In keuringsprosedure, afgelei uit standaard riglyne, om enige proseduriele en substantiewe tekortkominge te identifiseer en reg te stel So 'n proses sou beskryf kon word as 'n psigometriese oudit. Die aktuariele benadering tot keuring word voorgestel as die ideale benadering, waarvolgens In meganiese beslu~emingsreel afgelei word u~ historiese data en regverdig word in terme van die billikheid en nut van die besluitneming wat in gevolge die reel geskied. In Psigometriese oudit is onderneem op die ontwikkelingsgeskiedenis van die keuringsprosedure vir die keuring van kommissie adviseurs en verskeie tekortkominge is ge"identifiseer en reg gestel of ten minste aanbevelings ten opsigte van regstelling gemaak. Die oudit vind dat die keuringsprosedure oor zero geldigheid en negatiewe nutwaarde beskik en onbillik diskrimineer.

Thesis (MPhil)--Stellenbosch University, 2013. / ENGLISH ABSTRACT: Access to antiretroviral therapy has been gradually increasing in resource limited settings, Zimbabwe included. Despite the increasing access to antiretroviral therapy quite a number of patients are still delaying to seek antiretroviral therapy. The purpose of the study was to examine factors associated with delay in seeking antiretroviral therapy. A survey was conducted at Parirenyatwa Hospital Opportunistic Infections/Antiretroviral Therapy Clinic from September and November 2012. A total of 80 participants starting antiretroviral therapy who met the criteria were included in the study. The inclusion criteria included patients 18 years above but less than 65 years, no prior history of antiretroviral therapy and eligibility for antiretroviral therapy based on CD4 count or World Health Organisation clinical staging. An interviewer administered questionnaire containing demographic, socio-economic and health-facility factors were used to collect data. Four weeks was used as a cut off point for delay in seeking antiretroviral therapy. The majority of participants (60%) delayed seeking antiretroviral therapy and the factors which were associated with delay in seeking antiretroviral therapy included female gender; lack of a partner; low level of education; low socio-economic status; treatment of opportunistic infections; extra laboratory tests on top of the CD4 count tests; not being on Cotrimoxazole Prophylaxis; not being referred for antiretroviral therapy by the testing site; stigma and discrimination. However disclosure was not associated with early seeking of antiretroviral therapy. Health system factors such as attitude of health care workers, shortage of staff and long waiting times were also identified as bottlenecks to patients seeking antiretroviral therapy early. Efforts to increase early starting of antiretroviral therapy should focus on addressing the referral system from testing sites to antiretroviral therapy initiating sites, improving efficiency of antiretroviral initiating sites, increasing point of care HIV & AIDS diagnostics tools and addressing patient‟s concerns such as stigma & discrimination. / AFRIKAANSE OPSOMMING: Toegang tot antiretrovirale terapie Geleidelik is steeds in hulpbron beperkte omgewing, Zimbabwe ingesluit. Ten spyte van die toenemende toegang tot antiretrovirale terapie 'n hele aantal van die pasiënte is nog steeds vertraag antiretrovirale terapie te soek. Die doel van die studie was om faktore te ondersoek wat verband hou met vertraging in die soek van antiretrovirale terapie. 'n Opname is by Parirenyatwa-hospitaal opportunistiese infeksies / antiretrovirale terapie Clinic van September en November 2012. 'N totaal van 80 deelnemers begin antiretrovirale terapie wat met die kriteria wat in die studie ingesluit is. Die insluiting kriterium was pasiënte ouer as 18 jaar maar minder as 65 jaar, geen geskiedenis voor antiretrovirale terapie en in aanmerking kom vir antiretrovirale terapie gebaseer op CD4-telling of Kliniese stadiëring Wêreld Gesondheid Organisasie. Was 'n onderhoudvoerder vraelys met demografiese, sosio-ekonomiese faktore en gesondheid-fasiliteit wat gebruik word om data in te samel. 4 weke is gebruik as die afsny punt vir die vertraging in die soeke na antiretrovirale terapie. Die meerderheid van die deelnemers (60%) antiretrovirale terapie en die faktore wat verband hou met die vertraging in die soek na antiretrovirale terapie is vertraag te soek vroulike geslag, gebrek van 'n vennoot, lae vlak van onderwys, 'n lae sosio-ekonomiese status, behandeling van opportunistiese infeksies; Ekstra laboratoriumtoetse op die top van die CD4-telling toetse nie op Cotrimoxazole Profilakse, nie vir antiretrovirale terapie verwys deur die toets site, stigma en diskriminasie. Egter openbaarmaking wat nie verband hou met die vroeë soek van antiretrovirale terapie. Gesondheid stelsel faktore soos houding van gesondheidsorgwerkers, tekort aan personeel en lang wagtye, is ook geïdentifiseer as knelpunte aan pasiënte op soek na vroeë antiretrovirale terapie Pogings om te vroeg begin van antiretrovirale terapie Verhoog Indien Fokus op die verwysingstelsel van die toets sites tot antiretrovirale terapie Inisiëring sites, verbetering van doeltreffendheid van antiretrovirale Inisiëring sites, Verhoog Punt van Care MIV & VIGS diagnose tools en aanspreek van die pasiënt se Kommer Soos stigma en diskriminasie.

Thesis (MA) -- University of Stellenbosch, 2004. / ENGLISH ABSTRACT: South African organisations, just as in other countries, are fighting to gain a competitive advantage over their competitors. In this struggle, human resources have become the focus point of debate and intervention in organisations. The task-related competencies of employees have suddenly become central with regard to the performance of organisations. This new-found importance with which human resources have been labeled, also has a spill-over effect on the importance of the human resources function in organisations, especially the manager and leader thereof. The aim of this study is to shed light on the strategic partnership role that senior human resource managers currently play in South African organisations. Furthermore, a theoretical framework through which the concept of strategic partnership can be understood and explored, is introduced. The data was collected by utilising a survey and consisted of adapted versions of the Human Resources Role-assessment Survey (strategic partner), the Human Resources Competencies Scale as well as scales that measured the dimensions of strategic role motivation and strategic role opportunity. The results of this study showed that on average, the senior human resource (HR) managers in South Africa rated themselves significantly higher on the strategic partnership dimension than senior line managers rated them. Additionally, it seems that senior HR managers reported higher levels of professional competencies than of business-related competencies. A significant positive relationship exists between professional competencies and business-related competencies. There seems to be a significant positive relationship between strategic partnership and strategic role motivation as well as strategic partnership and strategic role opportunities within South African organisations. Conclusions are drawn from the results and recommendations are made for future research. / AFRIKAANSE OPSOMMING: DIE ONTLUIKENDE ROL VAN DIE MENSLIKE HULPBRONBESTUURDER AS IN STRATEGIESE VENNOOT IN SUID-AFRIKAANSE ORGANISASIES Net soos in ander lande, veg Suid-Afrikaanse organisasies vir die verkryging van 'n kompeterende voordeeloor hul mededingers. In hierdie stryd het die menslike hulpbron die fokuspunt van debat en intervensies in organisasies geword. Die taak-verwante bevoegdhede van werknemers het skielik sentraal geword in die ontleding van die prestasie van organisasies. Hierdie nuutgevonde belangrikheid waarmee die menslike hulpbron geëtiketteer word, het gelei tot die toenemende belangrikheid van die menslike hulpbronfunksie in organisasies, en spesifiek die bestuurder en leier van hierdie funksie (menslike hulpbronbestuurder). Die doel met hierdie studie is om die strategiese vennootskapsrol van menslike hulpbronbestuurders in Suid-Afrikaanse organisasies op te klaar. Verder word 'n teoretiese modelook ontwikkel waarmee die konsep van strategiese vennootskap beter verstaan en verder verken kan word. Die data is ingesamel deur gebruik te maak van 'n opname wat die vorm van 'n vraelys aangeneem het. Hierdie vraelys het bestaan uit aangepaste weergawes van die Menslike Hulpbron Rol-assesseringsopname (strategiese vennootskap), die Menslike Hulpbron Bevoegdheidskaal, sowel as vrae oor die dimensies van strategiese rolmotivering en strategiese rolgeleenthede. Die resultate van hierdie studie toon dat senior menslike hulpbronbestuurders in Suid-Afrikaanse organisasies hulself gemiddeld beduidend hoër tellings toeken op die dimensie van strategiese vennootskap as senior lynbestuurders. Dit blyk dat senior menslike hulpbronbestuurders ook oor hoër vlakke van professionele bevoegdhede as besigheidsverwante bevoegdhede beskik. Daar bestaan In beduidende positiewe verband tussen professionele bevoegdhede en besigheidsverwante bevoegdhede. Daar blyk ook In beduidend positiewe verband tussen strategiese vennootskap en strategiese rolmotivering, sowel as strategiese vennootskap en strategiese rolgeleenthede in organisasies te wees. Op grond van hierdie resultate is daar bepaalde gevolgtrekkings gemaak asook aanbevelings vir verdere navorsing.

Thesis (MA)--University of Stellenbosch, 2002. / ENGLISH ABSTRACT: Work is seen as an integral part of the existence of human beings. Workers' full potential is needed on every level in organisations. Job dissatisfaction is often 1inked to behavioural patterns such as employees not being punctual and being conspicuous by their absence, high labour turnover and aggression; whilst job satisfaction is reflected in the positive behavioura1 patterns and attitude towards the organisation. Organisations in the competitive market benefit greatly if its employees' job satisfaction is increased. Recent research has indicated that factors within an individual (dispositional factors) do influence job-related outcomes. In the current study attention is given to the possible relationship between a dispositional factor (locus of control) and job satisfaction. The objective of this research is to determine the relationship between locus of control and job satisfaction of emptoyees in a training centre. The literature study focused on conceptualising locus of control and job satisfaction and the relationship between locus of control and job satisfaction. A survey design was used to test the hypotheses of the research. Each individual in the subject group was tested on two variables simultaneously and the connection between the measurements that were obtained, was established. The survey group consisted of 76 employees from a training centre. Two questionnaires were used in this research, name1y the Locus of Control questionnaire and the Minnesota Satisfaction questionnaire. ·With regard to the level of job satisfaction of employees in the training centre, the employees indicated dissatisfaction with regard to opportunities for promotion, authority, company policy, the remuneration that they receive, social status as we" as acknowledgement. Job satisfaction is experienced with regard to moral values, social service, working conditions, performance and activity. The empirical study indicated correlations between sub-scales of job satisfaction and locus of control of empoyees. The main objective of this study was successfully achieved. Conclusions and recommendations for further research were made based on the results of the study. / AFRIKAANSE OPSOMMING: Die verband tussen 101<us van beheer en werkstevredenheid in -In opleidingsentrum. Werk word as 'n onontbeerlike aspek en 'n noodsaaklike deel van die mens se totale bestaan en voortbestaan beskou. Werknemers se volle potensiaal word op alle vlakke binne organisasies benodig. Gedragspatrone soos 'n gebrek aan stiptelikheid, hoë arbeidsomset, afwesigheid en aggressie hou verband met werksontevredenheid, terwyl werkstevredenheid 'n invloed uitoefen op die algemene gedragspatrone wat 'n positiewe organisasie-oriëntasie aandui. Organisasies in markgerigte mededinging kan daarby baat indien werknemers se tevredenheidsvlakke verhoog word. 'Resente navorsing het bevind dat faktore binne die individu (disposisionele faktore) werksverwante uitkomstes beïnvloed. In die huidige navorsing val die klem op die moontlike verband tussen 'n disposisione1efaktor (lokus van beheer) en werkstevredenheid. Die doelstelling van hierdie navorsing is om te bepaal of daar 'n verband tussen lokus van beheer en werkstevredenheid van werknemers in 'n opleidingsentrum bestaan. In die literatuurstudie is gefokus op die konseptualisering van werkstevredenheid en lokus van beheer asook die verband tussen lokus van beheer en werkstevredenheid. 'n Opname-ontwerp is gebruik om die hipoteses van die navorsing te toets. Elke individu in die ondersoekgroep is op twee veranderlikes op dieselfde tydstip gemeet, en die verband tussen hierdie verkreë metings is bepaa1. Die ondersoekgroep het uit 76 werknemers in 'n opleidingsentrum bestaan. Twee vraelyste is in hierdie studie gebruik, naamlik die lokus van Beheervraelys en die Minnesota Tevredenheidsvraelys. Die resultate toon aan dat werknemers in die opleidingsentrum werksontevredenheid ervaar ten opsigte van bevorderingsgeleenthede, outoriteit, maatskappybeleid, vergoeding, sosiale status asook erkenning. Werkstevredenheid word ervaar ten opsigte van morele waardes, sosiale diens, fisiese werksomstandighede, prestasie en 1aastens die ge1eentheid om te al1etye besig te bly. Die resultate van die empiriese ondersoek toon verder dat daar wel 'n verband bestaan tussen subskale van werkstevredenheid en 'n werknemer se lokus van beheer. Die betanqrikste doelstellings van hierdie studie is suksesvol bereik. Gevolgtrekkings en aanbevelings vir verdere navorsing word op grond van die resultate van die ondersoek gemaak.

Thesis (MComm (Industrial Psychology))--University of Stellenbosch, 2006. / The aim of this study is to derive a theoretically justifiable hypothesis on the second-order factor structure of the Leadership Behaviour Inventory (LBI). The available empirical evidence on the validity of the measurement and structural models underlying the Performance Index (PI) together with the positive results on the LBI, allows the opportunity to proceed with the task of explicating and evaluating a comprehensive leadership-organizational unit performance structural model. Before this can be undertaken, however, a good fitting second-order factor structure for the LBI needs to be developed. The second-order factor structure proposed by Avolio, Bass and Jung (1999) for the Multifactor Leadership Questionnaire (MLQ) is adapted, applied to the LBI and tested empirically. The results suggests a reasonable to mediocre fitting model that clearly outperforms the independence model, however, fails to satisfactory capture the complexity of the processes which underlie the LBI.

Thesis (MPhil (Industrial Psychology))--University of Stellenbosch, 2009. / The fact that patients on Highly Active Antiretroviral Therapy (HAART) default scheduled drug pick-ups and clinic visits requires attention, because the long-term effect is non-adherence to prescribed regimens and the development of drug resistance, as indicated in the report of the Fourteenth Conference on Retroviruses and Opportunistic Infections held in November 2007 in Los Angeles. A cross-sectional survey and observational qualitative study was done to identify key factors associated with the fact that patients on antiretroviral therapy fail to pick up drugs and keep scheduled clinic appointments, with a view to suggesting intervention measures. The study focused on Murchison Hospital in Ugu District, Kwa Zulu Natal Province. Data were collected from patient records, telephonic interviews with patients, or patients’ caregivers, treatment supporters and family members of a patient who did not return for follow-up at the clinic, as well as from face-to-face interviews with healthcare workers to understand the reason for default. Observation checklists were used to collect data from systems, structures and processes used in services provision. Thereafter data were analyzed through the various stages of coding and writing up of notes and reported. Of 638 defaulters identified, 205 were contactable, and only 95 patients were reached. The key factors associated with default identified were death (49.5%) and logistics and cost (15%). Other additional factors were travel and migration, religious beliefs, hospitalization, side effects, work schedules and commitments, imprisonment and visiting private practices. Poor relationships with healthcare workers, patients’ financial difficulties and termination of disability grants added to the problem.

Thesis (MComm)--Stellenbosch University, 2004. / ENGLISH ABSTRACT: In order to achieve strategic and economic goals in a post 1994 South African economy, organisations have to apply their human resources to the full, leadership must be developed and companies should aim to benefit from organisational citizenship behaviours (oess). oes refers to voluntary employee behaviour that is not prescribed by formal job description, it is beneficial to the effective functioning of the organisation and employees are not formally rewarded for these behaviours. The aim of this study is to research the relationship between transformational leadership and oess. The main hypothesis is that transformational leadership has a positive relationship with oess. This positive relationship is (a) indirect through employee trust in their direct supervisor, or (b) indirect through firstly perceived fairness within the organisation (on both structural and interactional levels) and secondly trust in the leader. Procedural justice and trust act as mediators in these relationships. An ex post-facto design was used and data (collected from the South African Banking Industry) was analysed using LISREL. The results indicate that transformational leadership has a positive, significant relationship with OeBs. The hypotheses were corroborated that transformational leadership has a positive relationship with procedural justice; justice has a positive relationship with trust in the leader and trust has a positive relationship with OeBs. However, transformational leadership does have a significantly, positive relationship with trust in the leader directly. The conclusion can be drawn that organisations can foster oess by developing transformational leadership, increasing perceived procedural justice and fostering a trust relationship between employees and their direct supervisors. This will greatly benefit organisations, as oess are vital for productivityand organisational performance. / AFRIKAANSE OPSOMMING: Ten einde strategiese en ekonomiese doelwitte te bereik in "n post-1994 Suid- Afrikaanse ekonomie, moet organisasies hul menslike hulpbronne ten volle benut, leierskap ontwikkel en voordeel trek uit die verskynsel van organisatoriese gemeenskapsgedrag (OGG). Laasgenoemde is vrywillige werknemergedrag wat nie deel van formele posbeskrywings is nie; dit is voordelig vir die effektiewe funksionering van die organisasie en werknemers word nie formeel vir hierdie gedrag vergoed nie. Die doel van hierdie studie is om die verband tussen transformasionele leierskap en OGG te ontleed. Die hoofhipotese is gestel dat transformasionele leierskap "n positiewe invloed op OGG het. Hierdie positiewe verband is (a) indirek deur die vertroue wat werknemers in hul direkte toesighouers het, of (b) indirek deur eerstens waargenome billikheid in die organisasie (op strukturele en interaktiewe vlakke) en tweedens vertroue in die leier. Prosedurele geregtigheid en vertroue tree as mediators in hierdie verwantskappe op. "n Ex post facto ontwerp is gebruik en die data (wat uit die Suid-Afrikaanse bank industrie versamel is) is deur middel van LISREL ontleed. Uit die resultate blyk dit dat transformasionele leierskap wel "n beduidend positiewe verband met OGG toon. Die hipoteses is bevestig dat transformasionele leierskap "n positiewe verwantskap het met proseduriële geregtigheid, geregtigheid "n positiewe verwantskap het met vertroue in die direkte toesighouer en vertroue "n positiewe verwantskap het met OGG. Transformasionele leierskap het egter nie "n direkte positiewe verwantskap met vertroue in die toesighouer nie. Die gevolgtrekking is dus dat organisasies die verskynsel van OGG kan bevorder deur te verseker dat transformasionele leiers ontwikkel word, geregtigheid in die organisasie waargeneem word en "n vertrouensverhouding tussen werknemers en hul direkte toesighouers ontwikkel word. Organisasies sal groot voordeel hieruit trek, aangesien oess krities vir produktiwiteit sowel as die algehele funksionering van die organisasie is.

Thesis (MA)--University of Stellenbosch, 2001. / ENGLISH ABSTRACT: This explorative study set out to investigate the effectiveness of different personalities in negotiation. The research problem originated as result of the search through literature aimed at developing a negotiation skills program for the South African Army. Many authors were found to refer to the importance of personality on the process and outcome of negotiation, but that existing research focus mainly on single personality traits and often indicated inconclusive results. These findings stirred curiosity to explore the possibility that certain personality types, according to a more comprehensive theory of personality, may prove to be more effective than others. The Myers-Briggs Type Indicator Form G self-scoring and two separate role-plays were used to gather data for this research. The role-plays placed similar boundaries on the participants in terms of the type of agreement that could be reached as well as the financial terms involved. The MBTI results were used as continuous scores and the eight subscales as separate groups and also according to a number of combinations of the subscales. The possible influence of a number of variables were taken into account namely, age, gender, military rank, level of formal education and ethnicity. Though the majority of these variables were found to be possible covariates of personality they appear not to have influenced the outcome of the research. This was because no significant correlations appeared to exist between the outcome of the negotiation role-plays and the various scales and subscales of the MBTI. According to these results, and within the confinement of this research it would appear that the various personality types do not differ in terms of the effectiveness in negotiation. / AFRIKAANSE OPSOMMING: Hierdie studie het ten doel gehad om die doeltreffendheid van verskillende persoonlikhede in onderhandeling te ondersoek. Die navorsingprobleem het voortgespruit uit 'n literatuursoektog wat daarop gemik was om 'n kursus in onderhandelingsvaardigheid vir die Suid Afrikaanse Leër te ontwikkel. Tydens hierdie soektog is bevind dat verskeie skrywers na die belangrikheid van persoonlikheid verwys, synde 'n invloed op die proses en uitkoms van die onderhandeling te hê. Daar is ook bevind dat bestaande navorsing hoofsaaklik gebruik maak van enkele persoonlikheidstrekke en dat hierdie benadering dikwels nie afdoende bevindinge tot gevolg gehad het. Die gedagte het gevolglik ontstaan om ondersoek in te stel na die moontlikheid dat sekere persoonlikhede, gebaseer op 'n meer omvattende teorie, dalk groter sukses in onderhandeling mag behaal as ander. Ten einde die navorsingsprobleem op te los is besluit om die "Myers-Briggs Type Indicator" vorm G en twee afsonderlike rolspele te gebruik om data in te samel. Die rolspele is spesifiek vir die navorsing ontwerp om ooreenstemmende beperkinge op die deelnemers te plaas in terme van die soort ooreenkoms wat bereik moet word, asook die finsiële terme betrokke. Die resultate van die MBTI is gebruik in die vorm van kontinuë data, as aparte stelle subskale en ook volgens 'n verskeidenheid kombinasies van die subskale. Die moontlike invloed van 'n verskeidenheid veranderlikes is in berekening gebring, naamlik ouderdom, geslag, militêre rang, vlak van formele opvoeding en etniese groep. Alhoewel daar bevind is dat die meerderheid van die veranderlikes moontlike kovariate mag wees wil dit voorkom asof dit nie die bevindinge van die navorsing beïnvloed het nie. Die rede daarvoor was dat geen beduidende korrelasie gevind is tussen die resultate van die rolspele en die verskillende skale en subskale van die MBTI nie. Volgens hierdie bevindinge en binne die beperkings van hierdie navorsing wil dit voorkom dat persoonlikheidstipes nie verskil in terme van die sukses in onderhandeling nie.

Thesis (MA) -- Stellenbosch University, 1993. / ENGLISH ABSTRACT: see item for full text / AFRIKAANSE OPSOMMING: sien item vir volteks