Forecasting the competencies that will define 'best-in-class' business-to-business market managers: An emergent Delphi-hybrid competency forecasting model

First, this study sought to generate and critically analyze a concise, systematic and rigorous multi-method approach to future-oriented competency modeling. The next phase involved using this hybrid methodology to develop a model that will profile exemplary business market managers using a prospective naturalistic inquiry methodology. This research was conducted using a modified Delphi technique where the initial Delphic instrument was created using a literature review, interviews and expert review panels.; Agreement within the groups was measured for each competency in order to assess levels of consensus, differences within the groups were measured to identify controversial competencies and inter-rater reliability was measured to assess the consistency of the ratings. Competencies were clustered in order of importance and a competency "kernel" was identified. The Delphi panelists were selected using a purposive non-probabilistic dual-stage stratified sampling technique mixed with a snowball approach. The subjects represented three continents and a wide range of expertise.; The design of the competency model entailed three main steps: construction, de-construction and reconstruction. In the construction phase, 153 competencies were identified, arranged into 17 functional clusters and rated. Using the quantitative data, the model was deconstructed and its various parts examined. It was later reconstructed based on the results of the analysis. Since a large number of competencies were identified, the data were analyzed and broken down into a series of "perspectives" with more manageable "chunks" of data.; In an attempt to provide a more holistic view of the data, an emergent model based on the six strata of the 102 "core" competencies was synthesized. Two additional expositions were offered: in the second adaptation of the model, the 102 core competencies were broken down and reanalyzed to synthesize the "Emergent Functional Model" (EFM). The third synthesis of the model, the "Emergent Systems Model" (ESM) was exploratory and sought to depict the interdependencies and relationships that exist between the core competencies. This holistic perspective of the business-to-business market management competencies was built based on concepts borrowed from systems theory and cybernetics (first and second order). The EFM and the ESM blur the line between individual and organizational competencies.