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Succeeding with Senior Management by G. Michael Campbell

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9

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Preparing Sponsors for Their Role

IN FIGURE 9.1, the project manager is attempting to influence the behaviors of the users of the project deliverables (the actions taken by individuals to complete the work that comprises their job). Several elements influence conduct, including beliefs, cultural norms, experience, and perception. This is the context we must understand when we hand off our project deliverables to operations. For example, a project will not be sustainable after completion if it requires behavior that is highly individualistic (e.g., make a decision to provide a customer a financial refund) in a company culture that values command-and-control ...

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