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Tables of Contents for Selling Project Management to Senior Executives
Chapter/Section Title
Page #
Page Count
Acknowledgments
1
2
Executive Summary
3
1
Study Background
3
1
Theoretical Foundation
4
1
Study Methodology
4
1
Phase I
4
1
Phase II
4
1
Phase I Findings: Why Is It Difficult to Sell Project Management to Senior Executives?
5
1
Phase II Findings: Demographics and Practice
5
1
Phase II Findings: How Do You Sell Project Management to Senior Executives?
5
1
What Do Very Successful Sellers Do?
5
1
What Do Unsuccessful Sellers Do?
6
1
What Are Senior Executives Looking For?
6
1
Insights and Future Research Directions
6
3
Study Background
9
8
Research Objectives
9
1
Key Definitions
10
1
Research Questions
10
1
Research Approach
11
1
Scope Limitations
12
1
Team Structure and Management Process
12
2
Timing and Deliverables
13
1
Report Structure
14
3
Theoretical Foundation
17
12
Project Management Literature
18
3
Practical Literature on Selling Project Management
18
1
Project Success
18
1
Value of Project Management
19
1
Understandings of Project Management
20
1
Project Management Practices
21
1
Marketing Literature
21
4
Services Marketing
21
1
Seller Credibility
22
1
Branding
22
1
Sales Tactics
22
1
Aligning Buying and Selling Values
23
2
Organizational Theory Literature
25
2
Strategic Issues
25
1
Sense Making Approaches
26
1
Translating Literature Review Findings into Action
27
1
Study ``Independent Variables''
27
1
Summary
27
2
Study Methodology
29
12
Research Design Overview
29
1
Phase I Methodology
29
3
Sampling Frame
30
1
Participants
30
1
Data Collection
31
1
Data Analysis Strategy
31
1
Limitations
31
1
Phase II Methodology
32
3
Sampling Frame
32
1
Response Rates
32
2
Survey Logistics
34
1
Survey Structure
34
1
Phase II Statistical Analysis Strategy
35
4
Part I---Data Screening and Instrument Reliability Testing
35
1
Part II---Correlational Analysis
35
1
Part III---Exploratory Factor Analysis
35
2
Resulting EFA Models
37
1
Generalizability of Results
38
1
Summary
39
2
Phase I Findings: Why Is It Difficult to Sell Project Management to Senior Executives?
41
10
Understandings of Project Management and Its Value
41
2
Barriers to Selling Project Management
43
1
How Is Project Management Successfully Sold?
43
3
Buying-Selling Process
46
2
Phase I Insights
48
1
Trigger
48
1
Response
49
1
Proof
49
1
Why Is It Difficult to Sell Project Management to Senior Executives?
49
1
Conclusion of Phase I Findings
49
1
Summary
50
1
Phase II Findings: Demographics and Practices
51
10
Survey Respondents
51
1
General Respondent Demographics
51
1
Project Management Demographics
52
1
Organizational Characteristics
52
1
Status of Project Management
52
1
Value of Project Management in Today's Organizations
53
1
Key Questions to Highlight
53
6
Breakdown by Position
55
1
Breakdown by Country
55
1
Breakdown by Industry
56
3
Conclusions
59
1
Summary
60
1
Phase II Findings: How Do You Sell Project Management to Senior Executives?
61
34
Descriptive Summary
61
1
Summary of Process Steps to Produce Models
62
1
How Do We Generally Attempt to Sell Project Management to Senior Executives?
63
9
General Selling Base Model (n = 743)
63
4
Project Personnel Selling Model (n = 499)
67
2
Consultant Selling Model (n = 244)
69
3
Summary of General Selling Base Model, Project Personnel Selling Model, and Consultant Selling Model
72
1
How Do We Successfully Sell Project Management to Senior Executives?
72
13
Very Successful Selling Base Model (n = 99)
72
4
Very Successful Project Personnel Model (n = 61)
76
3
Very Successful Consultant Model (n = 38)
79
3
Unsuccessful Selling Model (n = 19)
82
3
What Convinces Senior Executives to Invest in Project Management?
85
4
Demographics
85
1
Senior Executive Model Findings (n = 190)
86
2
Qualitative Analysis of Senior Executive Responses
88
1
Key Considerations in Selling Project Management to Senior Executives
89
3
General Selling Base Model Findings
89
1
Very Successful Selling Practices
90
1
Very Successful Selling Practices---Consultants versus Project Personnel
90
1
Unsuccessful Selling Practices
91
1
Summary
91
1
Best Practices
92
1
Most Successful Arguments
92
1
Successful Strategies and Processes
92
1
Conclusions
93
2
Insights and Future Research Directions
95
10
Practical Insights
95
6
Phase I Insights
95
1
Phase II Insights
96
2
Suggestions About How to Sell Project Management to Senior Executives
98
2
Practical Guidelines
100
1
Research Contributions, Improvements, and Future Directions
101
3
Contributions of the Research
101
1
Areas to Improve
102
1
Areas for Future Research
103
1
Final Words
104
1
Appendix A: Phase I Interview Instrument
105
4
Appendix B: Phase II Survey Instrument
109
16
Appendix C: Summary Tables of Phase II Survey Data
125
22
Bibliography
147
6
Author Contact Information
153