Driving Change: The Role of "Emotional Connectedness"--A Case Study

Autor/inn/en	Lacoste, Sylvie M.; Dekker, Janet
Titel	Driving Change: The Role of "Emotional Connectedness"--A Case Study
Quelle	In: Learning Organization, 23 (2016) 5, S.357-369 (13 Seiten)Infoseite zur Zeitschrift PDF als Volltext Verfügbarkeit
Sprache	englisch
Dokumenttyp	gedruckt; online; Zeitschriftenaufsatz
ISSN	0969-6474
DOI	10.1108/TLO-03-2016-0023
Schlagwörter	Case Studies; Seminars; Sales Occupations; Change; Action Research; Social Psychology; Interpersonal Relationship; Theories; Corporations; Researchers; Cooperation; Salesmanship; Job Training + Suchen Sie Ihr Suchwort? Case study; Fallstudie; Case Study; Seminar; Wandel; Projektforschung; Sozialpsychologie; Interpersonal relation; Interpersonal relations; Interpersonelle Beziehung; Zwischenmenschliche Beziehung; Theory; Theorie; Unternehmen; Researcher; Forscher; Co-operation; Kooperation; Berufsqualifizierender Bildungsgang
Abstract	Purpose: The purpose of this paper is to understand which change process the supplying organization should define for its customer-facing organization in order to successfully increase customer orientation and to be on the short list of their customers' key suppliers. Design/methodology/approach: Action research was used to carry out this research. Researchers were involved in the change management process of a medium-sized company that wanted to re-design their customer selection and interaction processes: one researcher was a top manager of the participating company, whereas the other researcher worked alongside the organization in a collaborative effort to introduce and roll out sales force training seminars. Findings: Researchers' main finding shows how the company's top-management willingness to apply a "soft" approach to change leverages a concept called "emotional connectedness". Originality/value: The authors bridge a gap between the literature on change management and the "emotional connectedness" concept related to social psychology. The authors add to existing theories on change management a new perspective based on interpersonal relationships. (As Provided).
Anmerkungen	Emerald Group Publishing Limited. Howard House, Wagon Lane, Bingley, West Yorkshire, BD16 1WA, UK. Tel: +44-1274-777700; Fax: +44-1274-785201; e-mail: emerald@emeraldinsight.com; Web site: http://www.emeraldinsight.com
Erfasst von	ERIC (Education Resources Information Center), Washington, DC
Update	2020/1/01