Getting Buy-In at the Executive Level

Abstract

This paper provides three different perspectives on Organizational Behavior Management: the consumer, the salesperson and the program implementor. The consumer view emphasizes the need for technology to develop human resources and an organizational culture in which they can work effectively. The sales approach describes packaging, marketing and direct sales as critical components in an effective program. Finally, the implementation perspective emphasizes customer involvement in program design and implementation and methods of obtaining full support from the customer once the procedures are initiated.