What should modern management look like? What should be a modern leader

Introduction

1. Appearance of the manager

2. Personal and business qualities manager

Conclusion

List of sources used

Introduction

In my work, I want to understand what a modern manager should be like. This topic is the most relevant for me, because my future specialty- manager. In my opinion, from how much I study for myself this topic depends on my professional success in the future. Since I will have clear ideas about what a modern manager should be, and I will clearly understand what I will need to strive for and how to improve myself.

To reveal this topic, I need to study what should be appearance manager, as well as the personal and business qualities of the manager.

1. Manager's appearance

“They meet by clothes - they see off by the mind!” ( folk saying)

In my opinion, first of all, when describing what a manager should be, it is necessary to describe what the appearance (image) of a manager should be. Since the appearance of a manager is the first step to success, since a suit serves as a kind of code for a potential partner or client, calling card indicating the degree of solidity and reliability.

Neat, tastefully dressed, smart - such is the appearance business man well-received by others. And the point here is not only in the sophistication of taste, but in the fact that the appearance of such a person testifies to his respect for people.

The fundamental principle in the preparation of the wardrobe should be the versatility of clothing.

An equally important requirement for clothing is its neatness. Feeling untidy always causes an unpleasant feeling and indicates disrespect for others. Another elementary requirement for clothing is also very important - neatness. A poorly tied or shifted tie to one side, uncleaned shoes, poorly ironed clothes suggest fussy haste or laziness, undemanding to oneself or indifference to others. All these shortcomings, small and large, in any case provoke a response of disapproval or squeamish condescension.

Functions of business clothes.

Thinking about the design of appearance, it should be noted that clothing in communication performs at least three functions: presentation, regulatory, information.

Presentation function is that clothes represent their wearer to the world. More precisely, self-presentation, self-presentation of the personality takes place through clothes, since the person himself wanted, decided, or for some reason had to be dressed that way.

Regulatory function is that clothing can regulate the relationship between participants in business interaction.

For example, the see-through blouse and miniskirt of a woman working in business area(rather than a business suit, as expected), can push male colleagues to courtship instead of purely business relations.

Information function clothing is manifested in the fact that clothing broadcasts a variety of information about its owner, sometimes even that which is better to hide. First of all, this is information about how a person imagines himself, how he would like to appear to others, what a person thinks about his attractiveness, that is, what is the “I-concept” of a person. Clothing also informs about the origin, taste, habits, mood, income of its owner. Interestingly, in literal translation from Latin, the word "costume" means "way of life."

Studies show that almost all adults can determine the social status of a person by clothing and roughly indicate the occupation.

Manager rules.

In the business sphere, business style is socially approved. Attractive will be considered the person who adheres to the appearance of the business style.

Business style for a business man is clothes and accessories that allow you to look professional, authoritative, self-confident, solid, inspiring confidence, but not without a claim to grace and elegance.

Business style for business woman- this is an opportunity to declare oneself as a worthy business partner. It turns out that if a woman is dressed in a business style, then other women and men who perceive her attribute the following qualities to her: critical, serious, confident, tactful, smart, hardworking, organized.

When choosing shoes, you must remember that shoes for a business image should be of strict classical forms, with a low, stable heel (no higher than 4-5 cm), in no case massive and fragile. Shoes with open toes or heels are also not recommended, as they give the impression of vulnerability and effeminacy.

A woman manager needs to remember the rules of business makeup. Make-up must be kept in natural soothing colors, unobtrusive, rather strict, not defiant. It is recommended to exclude bright trendy shades. The same applies to manicure.

2. Personal and business qualities of a manager

The issues of determining the complex of knowledge, abilities, personal and business qualities that managers should possess are currently being discussed. great attention. Many scientists, representatives of various schools involved in the development of methods and forms of production management, have tried to formulate the basic requirements that an ideal manager must satisfy. But it turned out that it is almost impossible to identify such specific requirements, since the requirements for a manager cannot be the same under all conditions, but depend on the characteristics of the environment in which the manager has to work. But at the same time, the working conditions in the process of enterprise development can and should be transformed, and therefore it is important for a manager to have the ability to change the methods and style of leadership depending on the conditions that are created. This is, in particular, the ability of a manager to successfully manage a business under any conditions.

It is important for managers to understand the needs and demands of people, the ability to correctly assess the potential and individual characteristics employees, listen to the opinions, advice and recommendations of team members, promote the development of their initiatives and make optimal use of them in practical work.

Organizational skills help managers create and maintain a firm, conscious discipline in the team, without which the enterprise cannot work normally. Such discipline is created not by punishments, not by frequent replacement of subordinates, not by rudeness, but by fair exactingness, the ability to induce people to fruitful activity, proper education, good relations to people, a personal example of the leader. It is based on mutual respect between subordinates and managers.

The organizational abilities of a manager are determined by a whole range of his personal and business qualities, character traits, and the ability to perform managerial work. The main character traits that are so important for a manager include independence and creative thinking, initiative, purposefulness . Success in the field of managerial work is largely determined by analytical skills, flexibility in dealing with people, as well as a responsible attitude to work, business enterprise. The abilities of each manager are best revealed in practical work. Only here you can check how he is able to use the available opportunities, overcome difficulties and achieve success.

Such traits as tact, balance, self-control, etc. are very important for a leader. These typical qualities of a manager help him gain authority, both among his subordinates and among the entire team of the enterprise. The presence of authority is the most important condition for successful leadership enterprise.

Delimiting the concepts - knowledge, skill, business and personal qualities of a manager, you can roughly define the difference between them: knowledge serves to represent what needs to be done; skills and abilities make it possible to realize how to do it; business and personal qualities provide the ability to analyze the situation, its correct assessment, confidence in making optimal decisions and energetic actions to implement the decisions made. In order to competently manage a company, a manager needs to have the appropriate knowledge in the field of technology, economics, organization of production and management.

This knowledge should be not only theoretical, but also practical, obtained in the process of work. The total volume of the complex of theoretical and practical information for the implementation of practical guidance depends on the management functions that the manager performs.

Not all even the most highly qualified specialists with the relevant knowledge are able to successfully manage the organization. The manager must have the ability to manage people, the team of the enterprise or its divisions. Any most talented and efficient manager is not able to succeed if he does not know how to properly organize and plan his work and labor activity subordinates, to combine operational management of production with work on promising issues. It is important for a manager to be able to foresee the future, not to be satisfied with what has been achieved, to seek new opportunities and reserves, to constantly set new, intense, but real tasks for the team to develop and improve the organization's activities.

Operational management is the ability of a manager to quickly find and make a specific solution to the diverse tasks that constantly arise in the production process. A delay in solving current issues inevitably leads to a violation of its normal rhythm and course.

Vera Kobzeva

The Human Resources Specialist is a public person. He talks to job applicants, helps management with HR issues, communicates with employees, and enforces corporate policies. What qualities should an HR manager have? How to create an image corresponding to this profession?

An HR manager is an employee whose area of activity is human resources. He does not work with machines, mechanisms or natural objects, but with living people. Rash judgment, unconstructive criticism or professional error can nullify the business environment in the team, provoke a conflict.

In addition, personnel management involves close interaction with a variety of categories of employees - from the first persons of the company to service personnel. Therefore, HR must navigate in all areas of the company and be aware of the interests of all staff.

An appropriate image helps an HR manager to create an atmosphere of trust and establish a successful dialogue. It is important for HR to manage their image, that is, to influence other people, emphasize their professional qualities and be able to resist manipulation.

Image(from the English. image - image) - a set of features inherent in a person (appearance, demeanor, communication style, etc.), which in a certain way affect others and form people's ideas about this person.

Professional image- this is an image that corresponds to the specifics of a particular profession, the idea of a specialist that is formed about him by his managers, subordinates, colleagues, clients of the company.

Professional image management is the ability to create a positive image that emphasizes best qualities specialist, both personal and business.

The image is made up of...

The main components of the success of an HR manager are professional competence, emotional intellect appropriate appearance, speech and knowledge of etiquette. All these qualities complement each other. For example, you can start to follow your speech, master the rules of etiquette, put on a business suit, but all these external manifestations are only part of your image. Without professional and emotional competence, they will not matter. That is why an HR manager must be able to build and maintain the necessary professional image, combining all the qualities inherent in a business person.

Components of the image of an HR manager

Professional Competence

To be appropriate for his profession, an HR manager must know perfectly well labor law, order of conduct personnel office work, own the technology of search and selection of personnel. Equally important is knowledge modern techniques assessment of personnel, the ability to build a system of adaptation and motivation.

An HR manager should be able to organize employee training and evaluate its effectiveness, develop activities aimed at increasing staff loyalty, organize corporate events. Evidence of the professionalism of HR will be active life position, initiative and high communication skills, awareness of the state of affairs in the company's divisions.

The trend is that the higher the status of an HR manager in an organization, the higher should be his professional competence. The skill level of HR always attracts the attention of all employees of the company - from the worker to the manager - so you can not give reason to doubt your competence. Be proactive, read specialist literature and share experiences with colleagues. Become a professional in your field, indispensable for the company.

Emotional intellect

Emotional intelligence plays a special role in the professional image of an HR manager. Emotional intelligence is the ability to understand one's own and others' emotions, thoughts and manage them. The ability to find a common language with people will help maintain relationships with colleagues, management and subordinates, regardless of their initial predisposition to this.

Emotional intelligence can be developed. Learn to listen and hear your interlocutor, learn to draw conclusions, determine what drives this or that person *. For an HR manager, this is especially important: he must be able to determine the motivation of a person, understand his individual characteristics. Only in this way will he be able to predict how the employee will behave in a given situation, as well as find the best use for his abilities.

Appearance and clothing style

By the way a person is dressed, you can learn a lot about his lifestyle. Clothing is a kind of visiting card of every person. Numerous studies have shown that if a woman is dressed in a business style, then she gives the impression of a serious, intelligent, hardworking and organized person. And, on the contrary, women who prefer an extravagant, emphatically feminine style are credited with such qualities as frivolity, disorganization, inattention. It's simple: work is associated, first of all, with the desire to work, to fulfill one's duties correctly and in a timely manner, and business dress code is a necessary component of a professional image.

Of course, each company has its own corporate standards and customs, which largely depend on the scope of the organization. So, for example, in the banking sector, this is always a conservative style of clothing, because employees must demonstrate to customers the stability and reliability of the bank, in design companies, the style is usually freer and more creative. However, in any company, the functions of an HR manager are such that he needs to communicate with both ordinary employees and the company's management, so a dress style close to business is always preferable.

Speech

An important role in the work of an HR manager is played by the trust of people: colleagues, management, applicants, representatives of other companies. The idea that they will get after talking with you depends on how convincing you are, how you can captivate the interlocutor with a word. After all, speech is the most important means of influence, here, of course, content and form are important.

The culture of speech, namely the competent construction of phrases, the appropriate use of certain speech turns, the correct stress, voice - everything matters. And since the HR manager communicates with people of completely different professions, added benefit in creating a positive image, there will be a possession of the professional terminology of those specialists with whom he speaks. In this case, sales managers, programmers, and warehouse workers will feel that the HR manager understands the problems of their department. The more you communicate with the employees of your company, the more chances you will have to speak the same language with the employees.

Knowledge business etiquette

Etiquette is a set of communication rules developed by many generations. Business etiquette is the rules and norms that should be followed when meeting daily with colleagues at work. Knowledge of business etiquette can help the HR manager in the most different situations: conducting interviews, negotiations, meetings.

Follow the rules of business etiquette: a competent greeting at the first meeting, the exchange of business cards, an offer to sit down, etc. - all these actions show respect for a communication partner, help create a favorable atmosphere, and therefore help to increase communication efficiency.

Knowledge of business etiquette can help an HR manager in a variety of situations: conducting interviews, negotiations, meetings.

As you have seen, it is important for an HR manager to learn how to manage his own image: improve professional competence, develop emotional intelligence, monitor his appearance and speech, and follow the rules of business etiquette. Moreover, the higher the status of an HR manager, the more attention you need to pay to your professional image. This will help you demonstrate self-confidence, and therefore, find a common language with employees and company leaders.

Vera KOBZEVA, candidate of sociology, business coach,
expert of the magazine "Personnel business"

Introduction

1. Appearance of the manager

2. Personal and business qualities of a manager

Conclusion

List of sources used

Introduction

In my work, I want to understand what a modern manager should be like. This topic is the most relevant for me, since my future specialty is a manager. In my opinion, my professional success in the future depends on how fully I study this topic for myself. Since I will have clear ideas about what a modern manager should be, and I will clearly understand what I will need to strive for and how to improve myself.

To cover this topic, I will need to study what the appearance of a manager should be like, as well as the personal and business qualities of a manager.

1. Appearance of the manager

"Meet by clothes - see off by the mind!" (folk saying)

In my opinion, first of all, when describing what a manager should be, it is necessary to describe what the appearance (image) of a manager should be. Since the appearance of a manager is the first step towards success, since for a potential partner or client a suit serves as a kind of code, a business card, indicating the degree of solidity and reliability.

Neat, tastefully dressed, smart - this is the outward appearance of a business person, benevolently perceived by others. And the point here is not only in the sophistication of taste, but in the fact that the appearance of such a person testifies to his respect for people.

The fundamental principle in the preparation of the wardrobe should be the versatility of clothing.

Functions of business clothes.

Thinking about the design of appearance, it should be noted that clothing in communication performs at least three functions: presentation, regulatory, information.

Presentation function is that clothes represent their wearer to the world. More precisely, self-presentation, self-presentation of the personality takes place through clothes, since the person himself wanted, decided, or for some reason had to be dressed that way.

Regulatory function is that clothing can regulate the relationship between participants in business interaction.

For example, a see-through blouse and miniskirt of a woman working in a business environment (rather than a business suit, as it should be) can encourage male colleagues to courtship instead of a purely business relationship.

Information function clothing is manifested in the fact that clothing broadcasts a variety of information about its owner, sometimes even that which is better to hide. First of all, this is information about how a person presents himself, how he would like to appear to others, what a person thinks about his attractiveness, that is, what is the "I-concept" of the individual. Clothing also informs about the origin, taste, habits, mood, income of its owner. Interestingly, in literal translation from Latin, the word "costume" means "way of life."

Studies show that almost all adults can determine the social status of a person by clothing and roughly indicate the occupation.

Manager rules.

In the business sphere, business style is socially approved. Attractive will be considered the person who adheres to the appearance of the business style.

Business style for a business woman is an opportunity to declare herself as a worthy business partner. It turns out that if a woman is dressed in a business style, then other women and men who perceive her attribute the following qualities to her: critical, serious, confident, tactful, smart, hardworking, organized.

When choosing clothes, you need to choose the right color. The most winning colors for business attire are black, white, grey, blue, olive, brown and pastel colors. Bright and saturated colors are not suitable. When choosing shoes, you must remember that shoes for a business image should be of strict classical forms, with a low, stable heel (no higher than 4-5 cm), in no case massive and fragile. Shoes with open toes or heels are also not recommended, as they give the impression of vulnerability and effeminacy.

2. Personal and business qualities of a manager

Much attention is now being paid to the issues of determining the complex of knowledge, abilities, personal and business qualities that managers should possess. Many scientists, representatives of various schools involved in the development of methods and forms of production management, have tried to formulate the basic requirements that an ideal manager must satisfy. But it turned out that it is almost impossible to identify such specific requirements, since the requirements for a manager cannot be the same under all conditions, but depend on the characteristics of the environment in which the manager has to work. But at the same time, the working conditions in the process of enterprise development can and should be transformed, and therefore it is important for a manager to have the ability to change the methods and style of leadership depending on the conditions that are created. This is, in particular, the ability of a manager to successfully manage a business under any conditions.

It is important for managers to understand the needs and demands of people, the ability to correctly assess the potential and individual characteristics of employees, listen to the opinions, advice and recommendations of team members, promote the development of their initiatives and use them optimally in practical work.

Organizational skills help managers create and maintain a firm, conscious discipline in the team, without which the enterprise cannot work normally. Such discipline is created not by punishments, not by frequent replacement of subordinates, not by rudeness, but by fair exactingness, the ability to encourage people to fruitful activities, proper education, good relations with people, and the personal example of a leader. It is based on mutual respect between subordinates and managers. The organizational abilities of a manager are determined by a whole range of his personal and business qualities, character traits, and the ability to perform managerial work.

The main character traits that are so important for a manager include independence and creative thinking, initiative, purposefulness . Success in the field of managerial work is largely determined by analytical skills, flexibility in dealing with people, as well as a responsible attitude to work, business enterprise.

The abilities of each manager are best revealed in practical work. Only here you can check how he is able to use the available opportunities, overcome difficulties and achieve success. Such traits as tact, balance, self-control, etc. are very important for a leader. These typical qualities of a manager help him gain authority, both among his subordinates and among the entire team of the enterprise.

Not all even the most highly qualified specialists with the relevant knowledge are able to successfully manage the organization. The manager must have the ability to manage people, the team of the enterprise or its divisions. Any most talented and hardworking manager is not able to succeed if he cannot properly organize and plan his work and the work of his subordinates, combine operational management of production with work on promising issues. It is important for a manager to be able to foresee the future, not to be satisfied with what has been achieved, to seek new opportunities and reserves, to constantly set new, intense, but real tasks for the team to develop and improve the organization's activities. Operational management is the ability of a manager to quickly find and make a specific solution to the diverse tasks that constantly arise in the production process. A delay in solving current issues inevitably leads to a violation of its normal rhythm and course.

Conclusion

Let's sum up some results. What are the requirements for a modern manager? business quality clothing manager

First, the modern manager must develop his own style. Its appearance should become a hallmark in the business world. Since our appearance carries information about our business and personal qualities to our partners and employers.

Secondly, in order for subordinates to follow their leader, he must understand his followers, and they must understand the world around them and the situation in which they find themselves. Because both people and situations are constantly changing, a manager must be flexible enough to accommodate the ongoing change. Understanding the situation and knowing how to manage by human resourses, are essential components of effective leadership. All this indicates that managerial work belongs to these types human activity that require specific personal qualities that make a particular person professionally suitable for management activities.

List of sources used

1. Basovsky L.E. Management. Tutorial. - M.: Infra - M, 2003 - 216 p.

2. Kabushkin N.I. Textbook. - Minsk: CJSC "Econompress", NPZh "FUA", 1998. - 284 p.

3. Meskon M.Kh., Albert M., Hedouri F. Fundamentals of management: Per. from English - M.: "Delo", 1993 - 702 p.

4. Utkin E.A. Management course. Textbook for high schools. - M.: Publishing house "Zertsalo", 1998. - 448 p.

1. Neat appearance

Last but not least quality, it actually plays very important role. A neat appearance is very important, as it reflects the personality of a person, which also affects sales. Therefore, the manager should be well dressed, have a good physique - this will help to influence customers.

A manager must have good habits. Speech should be soft and pleasant. Facial expressions should reflect the enthusiasm on the face well. All this has a very big impact, so the sales manager should focus on these things.

2. Market knowledge

Every professional worker must have a maximum of knowledge about the business, if, of course, he wants to succeed in it. Similarly, a manager must have a healthy knowledge of the market. He must understand current market trends, customer needs and future market aspects in order for the company to succeed. The manager must know competitors and rivals and find effective methods fight them.

3. Planning and organization

Plan actions before doing something - required quality. Organization and planning will make the work more efficient and the result more fruitful. The sales manager must always have a plan for finding a prospect, and once found, he must organize it.

He has to plan everything before going to meet clients. If he is going to make a call to a client, he must have a good plan and be ready to answer any question from the client. The manager must be able to cope with any task.

4. Opportunity to build new relationships

Relationships and connections are very important in this world. Connecting with people and contacts can be very useful in many areas of life. The manager must be polite, speak in such a way that when selling a product, he builds a new relationship with the client. Sometimes these relationships can lead him to look for more contacts around the world to benefit the company.

5. Good communication skills

Communication skills are important for every person working in the market. Globalization rules the world today. Each country has its roots spread all over the world. Any company is not located in the country itself, but has branches and clients around the world.

Employees of firms must convey ideas to their clients, so it is obvious that communication qualities must be at their very best. high level. They contribute greatly to the development of relationships and attraction a large number clients.

6. Feedback

All those who are focused on improving previous results are more successful and stable. A manager's earnings and career largely depend on clients, so their opinion is very important. Everyone knows that consumer demand changes over time in accordance with growing needs.

If the manager continues to supply old trend products, they will not be bought. It is very important for a sales manager to understand the needs of the client, to listen to feedback about the product. He must constantly revise existing trends, make them compatible with the current ones, and then success will be achieved.

7. Persistence

In order to become successful person you have to try the same thing over and over again. Until we gain knowledge through our own mistakes, we will not succeed. We should not lose hope in the face of setbacks, but keep trying and stay resilient. Managers face rejection many times.

Often their appeals and letters do not receive a positive response even after a huge number of attempts. Therefore, in such a situation, the manager should not loosen his grip or stop trying, but instead should be ready for such failures and only then can he succeed.

8. Consistent absorption

Every person on earth is not perfect. People learn throughout their lives. Every day we learn something new and if we apply it in life, then we will continue to move towards success and excellence in work. This process is sequential.

A manager must be willing to learn something new from every sale made in a career.. He should try to always expand his network of knowledge, update it and look for new ways to improve. With the increase in knowledge, he will gain more experience and be able to develop a career.

9. Persuasiveness

This is the kind of ability a manager must acquire with every sale, big or small, in order to be successful. The manager must satisfy the customers with the product. It's real good business. The people he meets will ask the same questions about the product a thousand times, but he must patiently answer them in full detail.

This is also part of the persuasive character. When customers find the answer to each question, then they will be completely satisfied and buy the product.

10. Confidence

The sales manager must have confidence in his own products, because by his confidence, customers form an opinion about the products they are going to buy. If they are very confident in themselves, they create a good impression in the eyes of customers, and sometimes for this confidence, buyers are ready to purchase a product without hesitation.

We can also easily observe this in real life. Trust is actually very necessary in any field. Confidence comes with a person's knowledge and sincere belief in their abilities.. Confidence brings perfection in everything we do and it makes us happy and satisfied.

Introduction

1. Appearance of the manager

2. Personal and business qualities of a manager

Conclusion

List of sources used

Introduction

To cover this topic, I will need to study what the appearance of a manager should be like, as well as the personal and business qualities of a manager.

1. Manager's appearance

“They meet by clothes - they see off by the mind!” (folk saying)

In my opinion, first of all, when describing what a manager should be, it is necessary to describe what the appearance (image) of a manager should be. Since the appearance of a manager is the first step towards success, since for a potential partner or client a suit serves as a kind of code, a business card, indicating the degree of solidity and reliability.

The fundamental principle in the preparation of the wardrobe should be the versatility of clothing.

Functions of business clothes.

Thinking about the design of appearance, it should be noted that clothing in communication performs at least three functions: presentation, regulatory, information.

Regulatory function is that clothing can regulate the relationship between participants in business interaction.

Studies show that almost all adults can determine the social status of a person by clothing and roughly indicate the occupation.

Manager rules.

In the business sphere, business style is socially approved. Attractive will be considered the person who adheres to the appearance of the business style.

2. Personal and business qualities of a manager

Organizational skills help managers create and maintain a firm, conscious discipline in the team, without which the enterprise cannot work normally. Such discipline is created not by punishments, not by frequent replacement of subordinates, not by rudeness, but by fair exactingness, the ability to encourage people to fruitful activities, proper education, good relations with people, and the personal example of a leader. It is based on mutual respect between subordinates and managers.

Not all even the most highly qualified specialists with the relevant knowledge are able to successfully manage the organization. The manager must have the ability to manage people, the team of the enterprise or its divisions. Any most talented and hardworking manager is not able to succeed if he cannot properly organize and plan his work and the work of his subordinates, combine operational management of production with work on promising issues. It is important for a manager to be able to foresee the future, not to be satisfied with what has been achieved, to seek new opportunities and reserves, to constantly set new, intense, but real tasks for the team to develop and improve the organization's activities.

Conclusion

Let's sum up some results. What are the requirements for a modern manager?

Secondly, in order for subordinates to follow their leader, he must understand his followers, and they must understand the world around them and the situation in which they find themselves. Because both people and situations are constantly changing, a manager must be flexible enough to accommodate the ongoing change. Understanding the situation and knowing how to manage human resources are critical components of effective leadership. All this indicates that managerial work is one of those types of human activity that require specific personal qualities that make a particular person professionally suitable for managerial activities.

List of sources used

1. Basovsky L.E. Management. Tutorial. - M.: Infra - M, 2003 - 216 p.

2. Kabushkin N.I. Textbook. - Minsk: CJSC "Econompress", NPZh "FUA", 1998. - 284 p.

3. Meskon M.Kh., Albert M., Hedouri F. Fundamentals of management: Per. from English - M .: "Delo", 1993 - 702 p.

4. Utkin E.A. Management course. Textbook for high schools. - M.: Publishing house "Zertsalo", 1998. - 448 p.