The systems approach can be used by the trainer to analyze the very complex sales force system as it exists for their companies, their customers, and their markets. (MW)

This booklet uses the example of Micro-U--a hypothetical example intended as a training tool-- to illustrate the application of WICHE's basic Management Information Systems (MIS) concepts. Micro-U embodies a microcosm of higher education management problems related to the instructional functions MIS is designed to address. This initial version of…

The objective of the study was to identify the characteristics of the superior, the subordinate, and the situation which were related to the manner in which the "Management by Objectives" (MBO) process is carried out. Data collected from 112 managers in a national industrial firm was used in the analysis. Previous research with this data had…

To meet anticipated changes due to growth, the management training department developed an experimental program utilizing a system approach. A thorough evaluation of the program was carried out, and its results, including difficulties, are presented with suggestions for modifications of the approach. (BB)

The Engineering Industry Training Board has produced a method enabling the office supervisor or departmental manager to control the critical parts of his systems--the Commercial Systems Practice (CSP). The systems plot, the staff/task matrix, performance indicators, and benefits of the CSP technique are discussed. (Author/MW)

In the first of a three-part series, the authors examine the origin of the organizational development movement, instrumented team learning seminars for managers, their experimental programs for industry at various locations, the development of the "managerial grid," management by objectives, behavior modification, and other approaches to…