Pygamlion

FROM THE HARVARD BUSINESS REVIEW

OnPoint
A R T I C L E

How to buy off the best from employees? Expect it.

New sections to the word:

guide you by & mark; The Idea in Brief

Do

• The Idea at Work

• Exploring Further. . .
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Pygmalion in Management
by J. greatest Livingston

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Pygmalion in Management

on s i de r this bold audition: A branch manager at metropolitan life story Insurance Company assigned exceed agents to his best subordinate manager, average producers to an average manager, and low performers to the poorest manager. Surprisingly, the average assemblage enhance its productivity by a higher percentage than the top group. How? Its manager didn’t see herself or her agents as average. She told her deal they had more potential than the

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o u n l e a sh the power of compulsory expectations:

• Don’t overrun negative feelings.



Managers often communicate low expectations far more effectively than high expectations, for example, through “silent treatments.” • Clearly communicate positive feelings. If subordinates foundation’t perceive your high expectations, they can’t fulfill them.

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EXAMPLE: When one manager tried to replicate the Metropolitan experiment, she didn’t tell the supervisor of the high-performance unit that she considered him the best. The group’s performance never improved.

• Set virtual(prenominal) expectations. Subordinates won’t work to achieve their best unless they ensure your expectations as achievable. In one manufacturing firm, production actually declined when quotas were mystify too high. • Expect the most from...If you want to get a full essay, order it on our website: Orderessay



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