Title: Manager Coaching Skills: Development and Application
Abstract: Performance Improvement QuarterlyVolume 6, Issue 1 p. 2-13 Manager Coaching Skills: Development and Application Steven Graham, Steven Graham University of Missouri-Columbia Associate Professor of Higher and Adult Education at the University of Missouri–Columbia. He also serves as the Director of the Office of Continuing Education and as a consultant to corporate training organizations in the areas of program evaluation, needs assessment, and instructional design. Mailing Address: College of Education, Office of Continuing Professional Education, 202 Hill Hall, Columbia, MO 65211.Search for more papers by this authorJohn F. Wedman, John F. Wedman University of Missouri-Columbia Associate Professor of Instructional Theory & Practice at the University of Missouri – Columbia. He also works with several corporate training groups providing needs assessment, program evaluation, and instructional design services. Mailing address: College of Education, Office of Continuing Professional Education, 212 Townsend Hall, Columbia, MO 65211.Search for more papers by this authorBarbara Garvin–Kester, Barbara Garvin–Kester AT&T University of Sales Excellence Training Manager with the AT&T University of Sales Excellence in Cincinnati, Ohio. She specializes in development of competency models and competency–based curricula. Barbara holds M.S. and Ed. D. degrees in Instructional Technology from Northern Illinois University. Mailing address: AT&T, 15 West Sixth Street, 7th Floor, Cincinnati, OH 45202.Search for more papers by this author Steven Graham, Steven Graham University of Missouri-Columbia Associate Professor of Higher and Adult Education at the University of Missouri–Columbia. He also serves as the Director of the Office of Continuing Education and as a consultant to corporate training organizations in the areas of program evaluation, needs assessment, and instructional design. Mailing Address: College of Education, Office of Continuing Professional Education, 202 Hill Hall, Columbia, MO 65211.Search for more papers by this authorJohn F. Wedman, John F. Wedman University of Missouri-Columbia Associate Professor of Instructional Theory & Practice at the University of Missouri – Columbia. He also works with several corporate training groups providing needs assessment, program evaluation, and instructional design services. Mailing address: College of Education, Office of Continuing Professional Education, 212 Townsend Hall, Columbia, MO 65211.Search for more papers by this authorBarbara Garvin–Kester, Barbara Garvin–Kester AT&T University of Sales Excellence Training Manager with the AT&T University of Sales Excellence in Cincinnati, Ohio. She specializes in development of competency models and competency–based curricula. Barbara holds M.S. and Ed. D. degrees in Instructional Technology from Northern Illinois University. Mailing address: AT&T, 15 West Sixth Street, 7th Floor, Cincinnati, OH 45202.Search for more papers by this author First published: March 1993 https://doi.org/10.1111/j.1937-8327.1993.tb00569.xCitations: 37AboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onFacebookTwitterLinked InRedditWechat ABSTRACT The concept of "manager as coach" is increasingly popular in the management literature as a mechanism for improving employee involvement and performance. This paper summarizes a study to evaluate the effectiveness of a "coaching skills" program for sales managers. The program began with a five–day coaching skills course and was followed by on–the–job activities that called for application of the coaching skills covered in the course. The study used telephone interviews with managers' subordinates to collect data regarding managers' coaching effectiveness prior to the program. Follow–up interviews were conducted three months later. The interviews focused on the eight coaching behaviors identified by Schelling (1991). Quantitative analyses showed statistically significant increases on the follow–up ratings on five of the eight coaching behaviors. Further analysis revealed that subordinates who had not worked with their supervisors long tended to give lower ratings. Additionally, those managers with fewer subordinates often received higher scores on the eight coaching behaviors. Citing Literature Volume6, Issue1March 1993Pages 2-13 RelatedInformation
Publication Year: 2008
Publication Date: 2008-10-22
Language: en
Type: article
Indexed In: ['crossref']
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Cited By Count: 63
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