What Do Successful Managers Really Do? An Observation Study of Managerial Activities

Rather than evaluate managers on the basis of activities traditionally prescribed for success, an observation study was conducted to determine empirically which activities successful managers actually perform. Trained participant observers recorded the behaviors of 52 managers in three diverse organizations-a state department of revenue, a medium-sized manufacturing plant, and a campus police department-over a two-week period. In analyzing the data collected, the authors measured success by using a promotion index of level over tenure and by considering the top managers of each organization to be successful. Regression analysis found that two activities were significantly related to managerial success: interaction with outsiders and socializing/politicking. Further comparative analysis of managers ranked in the top and bottom thirds indicated that successful managers exhibited more behaviors related to conflict management, and comparisons of top-level managers with those in the middle and first levels indicated that successful managers exhibited more behaviors related to decision making and planninglcoordinating. The study found that some of the activities of the successful managers apparently depended upon the type of organization in which they worked.