| Description |
1 online resource (vii, 158 pages) : illustrations |
| Bibliography |
Includes bibliographical references (pages 147-151). |
| Contents |
Study background -- Study methodology -- Phase I findings : why is it difficult to sell project management to senior executives? -- Phase II findings : demographics and practice -- Phase II findings : how do you sell project management to senior executives? -- Insights and future research directions -- Appendix A. Phase I interview instrument -- Appendix B. Phase II survey instrument -- Appendix C. Summary tables of phase II survey data. |
| Summary |
Annotation The perception that senior executives are not fully on board with project management in their organizations naturally leads to the question "How do you get them on board?" In this pertinent book by Janice Thomas et al., the authors report the results of their research on this topic. In phase I of the study, they address the question "Why is it difficult to sell Project Management to senior executives?" and in phase II they address the "How to sell?" question. Based on a perspective that senior executives focus at a strategic level, and view project management as tactical, phase I deals with the misalignment of perceived value between the "seller" and the senior executive. Phase II is addressed in the context of eight models, where the success factors are compared and contrasted. The eight models the authors describe are: -- General selling base model -- Very successful selling base model -- Project personnel selling model -- Very Successful project personnel selling model -- Consultant selling model -- Very successful consultant selling model -- Very unsuccessful selling model -- Senior executive model In each case, parameters that were explored are reported and those that exhibit a statistically significant explanation are highlighted. |
| Subject |
Project management.
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Selling.
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Executives.
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Leadership.
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Organizational change.
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Persuasion (Psychology)
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Administrative Personnel |
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Leadership |
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Organizational Innovation |
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Persuasive Communication |
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Program Development |
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Gestion de projet. |
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Vente. |
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Cadres (Personnel) |
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Leadership. |
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Changement organisationnel. |
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Communication persuasive. |
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selling. |
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executives. |
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Persuasion (Psychology) |
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Organizational change |
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Leadership |
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Executives |
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Project management |
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Selling |
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Project Management (PM) |
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Gestion de projet. |
| Added Author |
Delisle, Connie L., 1965-
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Jugdev, Kam, 1956-
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Project Management Institute.
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| Other Form: |
Print version: Thomas, Janice, 1959-. Selling project management to senior executives. Newtown Square, Pa. : Project Management Institute, ©2002 1880410958 (DLC) 2002036748 (OCoLC)50761035 |
| ISBN |
9781628700558 (electronic bk.) |
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1628700556 (electronic bk.) |
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