Date of Award


Degree Type


Degree Name

Doctor of Management (DMgt)

First Advisor

Syd Havely, PhD


This dissertation examined the meeting mode effects on quality and effectiveness with clients and sales teams utilizing a systems approach called Consumer Idealized Design. A mixed method of research model was deployed with qualitative Consumer Idealized Design meetings between two groups, a sales team consisting of 20 people and clients consisting of 19 people. Quantitative data analysis showed that the clients perceived higher meeting quality and effectiveness when meeting virtually versus face-to-face. The sales team perceived higher meeting quality when meeting face-to-face but increased effectiveness when the meeting was done virtually. When applying a system method utilizing the Consumer Idealized Design process to design the ideal meeting mode, both the sales teams and client teams designed a hybrid meeting model that included face-to-face and virtual meetings as the most effective and highest quality meeting mode. Theoretical and practical implications of the research are discussed.


A dissertation submitted in partial fulfillment of the requirements for the degree of Doctor of Management in Strategic Leadership