Page 272 - DMGT406_HUMAN_RESOURCE_MANAGEMENT

Unit 15: HRM Effectiveness

Notes
of the successes and only in 24 percent of the failures. The study included executives in
Latin America, Germany, and Japan, and the results were almost identical in all three
cultures. The following description of a "star" performer reveals how several emotional
competencies (noted in italics) were critical in his success: Michael Iem worked at Tandem
Computers. Shortly after joining the company as a junior staff analyst, he became aware of
the market trend away from mainframe computers to networks that linked workstations
and personal computers (Service Orientation). Iem realized that unless Tandem responded
to the trend, its products would become obsolete (Initiative and Innovation). He had to
convince Tandem's managers that their old emphasis on mainframes was no longer
appropriate (Influence) and then develop a system using new technology (Leadership,
Change Catalyst). He spent four years showing off his new system to customers and
company sales personnel before the new network applications were fully accepted (Self-
confidence, Self-Control, Achievement Drive) (from Richman, L. S., "How to get ahead in
America," Fortune, May 16, 1994, pp. 46-54).

Financial advisors at American Express whose managers completed the Emotional
Competence training programme were compared to an equal number whose managers
had not. During the year following training, the advisors of trained managers grew their
businesses by 18.1% compared to 16.2% for those whose managers were untrained. The
most successful debt collectors in a large collection agency had an average goal attainment
of 163 percent over a three-month period. They were compared with a group of collectors
who achieved an average of only 80 percent over the same time period. The most successful
collectors scored significantly higher in the emotional intelligence competencies of self-
actualization, independence, and optimism. (Self-actualization refers to a well-developed,
inner knowledge of one's own goals and a sense of pride in one's work.)
Table 15.1: Component of EI

Men Women Common
A. Achievement Motive B. Extension Motive E. Self-determination
 Urge to excel and  Urge to help and care  Self -awareness
compete  Compassion  Internality
 Sensitivity to opportunity  Empathy  Optimism
 Acceptance of  Trust  flow
responsibility
 Collaboration,
 Low fear of failure synergy
 Persistence, perseverance
C. Power Motive D. Self-determination F. Social Competence
 Urge to control and impact  Intuition  Reflection
 Positive self-image  Value -orientation  Ambiguity tolerance
 Energy, discontent  Mgmt. of emotions  Commitment
 Assertiveness  Goal- involvement  Mgmt of other’s
 Self-reliance, (self-restraint) emotions
independence  Networking

In the final analysis, our emotions and our immune system are intertwined in a complex
system. As we begin to understand how emotions stem from hormonal communication,
we will have a starting point to develop dietary strategies to improve emotional control.
Contd...

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