Globalisation yields numerous challenges and continuous changes in the economic environment, rapid technological advancements, and an increased emphasis on organisational competitiveness. The existing practice in the Telecommunications company relied on conventional recruitment-on-vacancy and training. In 1997, a customer contact research programme was launched to review the specific competencies underlying the full range of customer contact roles, in order to understand the constructs which would underlie effective assessment of people for the role of sales and marketing. The aim of this research was to evaluate the effectiveness of an assessment battery in a telecommunications company. The assessment battery measures the participants' essential skills, behaviour and performance to bring about critical development action. The Work Profiling System (WPS) and Subject Matter Experts in the Sales Division identified the fifteen competencies. The assessment battery consisted of Ability Tests: Verbal Evaluation (VCC3) and Numerical Evaluation (NCC4), and a personality questionnaire: Customer Contact Styles Questionnaire (CCSQ7.2). The Customer Contact Competency Inventory (CCCI) was electronically administered to the sales representatives' respective managers in 2006, to give objective 360" feedback. The study population (n=97) consisted of sales representatives working in a Telecommunication company. The objectives for this research were to validate the chosen selection battery for the sales representatives, and determine its relation to manager-rated performance. Descriptive and inferential statistics were used to analyse the data. Stepwise multiple regression analyses were carried out to determine whether the independent variables (CCSQ7.2 and Ability Tests) hold any predictive value regarding the dependent variable (CCCI). The results of the regression analyses showed that Verbal Evaluation (VCC3) was a significant predictor of: Convincing, Communicating Orally, Results Driven. Problem Solving and Organisation. Modest (R4) was a significant predictor of Convincing. Participative (R5) was a significant predictor of Problem Solving and Organisation. Overall, it can be stated that there is a significant relationship between the test battery and job performance. The results in this study reflect that correlations between personality, ability and performance were small to moderate. This is lower than expected and what is found in similar international research. This is probably due to the flawed criterion. The results should be used with caution to prevent making a Type I1 error. Recommendations for future research are made. vii / Thesis (M.A. (Industrial Psychology))--North-West University, Potchefstroom Campus, 2007.

Globalisation yields numerous challenges and continuous changes in the economic environment, rapid technological advancements, and an increased emphasis on organisational competitiveness. The existing practice in the Telecommunications company relied on conventional recruitment-on-vacancy and training. In 1997, a customer contact research programme was launched to review the specific competencies underlying the full range of customer contact roles, in order to understand the constructs which would underlie effective assessment of people for the role of sales and marketing. The aim of this research was to evaluate the effectiveness of an assessment battery in a telecommunications company. The assessment battery measures the participants' essential skills, behaviour and performance to bring about critical development action. The Work Profiling System (WPS) and Subject Matter Experts in the Sales Division identified the fifteen competencies. The assessment battery consisted of Ability Tests: Verbal Evaluation (VCC3) and Numerical Evaluation (NCC4), and a personality questionnaire: Customer Contact Styles Questionnaire (CCSQ7.2). The Customer Contact Competency Inventory (CCCI) was electronically administered to the sales representatives' respective managers in 2006, to give objective 360" feedback. The study population (n=97) consisted of sales representatives working in a Telecommunication company. The objectives for this research were to validate the chosen selection battery for the sales representatives, and determine its relation to manager-rated performance. Descriptive and inferential statistics were used to analyse the data. Stepwise multiple regression analyses were carried out to determine whether the independent variables (CCSQ7.2 and Ability Tests) hold any predictive value regarding the dependent variable (CCCI). The results of the regression analyses showed that Verbal Evaluation (VCC3) was a significant predictor of: Convincing, Communicating Orally, Results Driven. Problem Solving and Organisation. Modest (R4) was a significant predictor of Convincing. Participative (R5) was a significant predictor of Problem Solving and Organisation. Overall, it can be stated that there is a significant relationship between the test battery and job performance. The results in this study reflect that correlations between personality, ability and performance were small to moderate. This is lower than expected and what is found in similar international research. This is probably due to the flawed criterion. The results should be used with caution to prevent making a Type I1 error. Recommendations for future research are made. vii / Thesis (M.A. (Industrial Psychology))--North-West University, Potchefstroom Campus, 2007.

This thesis enhances our undertanding of the intricate relationship between communication, change management, and organizational change, offering practical insights and theoretical advancements for the field. This thesis investigates the role of communication and change management during organizational change through a comprehensive case study conducted in an Indonesian telecommunication company. The research aims to explore the facilitative function of change management in driving organizational change and to identify the critical success factors associated with the change. The research adopts a quantitative research approach supplemented by secondary data analysis. A structured survey questionnaire employing a 5-point Likert scale is employed to collect primary quantitative data. The findings of the study reveal that communication plays a pivotal role in fostering the readiness forchange, commitment, and essential behavioral aspects required for successful organizational change. Specifically, communication exhibits a direct correlation with the desired behavioral outcomes encompassing compliance, cooperation, and championing. The contributions of this research are twofold. Firstly, it offers valuable recommendations for strategic interventions and decision-making aimed at enabling the successful implementation of organizational change within the telecommunication company under study. Secondly, it presents an innovative conceptual framework that elucidates the direct impact of communication on the requisite change-oriented behaviors. This thesis significantly contributes to the existing body of knowledge by advancing our understanding ofthe intricate interplay between communication, change management, and organizational change. The insights derived from this study hold practical implications for practitioners and offer theoretical advancements for the academic field. / Denna uppsats undersöker rollen för kommunikation och förändringshantering under organisationsförändring genom en omfattande fallstudie genomförd i ett indonesiskt telekommunikationsföretag. Syftet med forskningen är att utforska den facilitativa funktionen hos förändringshanteringen vid genomförandet av en organisatorisk förändring samt att identifiera de kritiska framgångsfaktorerna för förändringen. Arbetet använder sig av en kvantitativ forskningsansats kompletterad med sekundärdataanalys. En strukturerad enkätundersökning som använder en 5-gradig Likert-skala används för att samla in primär kvantitativ data. Studiens resultat avslöjar att kommunikation spelar en avgörande roll för att främja beredskap förförändring, engagemang och de väsentliga beteendemässiga aspekterna som krävs för en framgångsrik organisatorisk förändring. Specifikt visar kommunikationen en direkt koppling till de önskade beteendemässiga utfallen som omfattar efterlevnad, samarbete och förespråkande. Bidragen från denna forskning är tvåfaldiga. För det första erbjuder den värdefulla rekommendationer för strategiska interventioner och beslutsfattande som syftar till att möjliggöra ett framgångsrikt genomförande av organisationsförändring inom det undersökta telekommunikationsföretaget. För det andra presenterar den en innovativ konceptuell ram som belyser den direkta påverkan av kommunikation på de nödvändiga förändringsinriktade beteendena. Denna uppsats bidrar betydligt till den befintliga kunskapsbasen genom att främja vår förståelse för det komplexa samspelet mellan kommunikation, förändringshantering och organisationsförändring. Insikterna från denna studie har praktiska implikationer för yrkesverksamma och erbjuder teoretiska framsteg inom det akademiska fältet.