Management Articles

Source: INSEAD Knowledge / Peter Darke, Amitava Chattopadhyay, Laurence Ashworth
Read this article: http://knowledge.insead.edu/abstract.cfm?ct=10115

A BMW is the ultimate driving machine and Pontiac builds excitement; Louis Vuitton bags signal who you are or want to be; Armani suits make you feel like a “million bucks.” When making buying decisions, your feelings are often more engaged than you realize, and sometimes, you go with your “gut feel,” even in the face of credible information about better features provided by the alternatives. Professor Peter Darke, Professor Amitava Chattopadhyay and Laurence Ashworth explore the role of affective cues in consumer decision-making, document their impact on long-term customer satisfaction and explain the implications for marketing.

No Comments » Posted by Administrator / Demographics and Marketing / Sales

Source: MarketingProfs.com / Andrea Learned and Lisa Johnson
Read this article: http://www.marketingprofs…com/Perspect/learned2.asp

The buying mind of a woman is a sophisticated and powerful tool. Marketers should try to tap into the characteristics of her buying mind that will guide her to thinking that what your company provides is, indeed, what she wants. Here are those characteristics…

No Comments » Posted by Administrator / Demographics and Marketing / Sales

Source: The Wharton School / David J.Reibstein
Read this article: http://www-marketing.whar…%20Brings%20Them%20In.pdf

Many businesses on the Internet spent wildly doing whatever it might take to attract customers to their sites. It soon became clear that the challenge was not simply to bring the customers in the door, but also to retain these customers for future purchases. The quest was on to discover what tactics had the most appeal to the Internet shopper. This study reveals survey data and behavioral data drawn from Internet customers that reflects what was most important to the Internet shoppers. Since many have viewed the Internet as creating more perfect information for the buyer, the question arises as to how important price will be in the purchase process. What becomes clear from the analysis is what is seen as crucial in bringing customers to the site are not the same dimensions critical in retaining the customer on a longer-term basis.

No Comments » Posted by Administrator / Industry Specific and Marketing / Sales

Source: HBS Working Knowledge
Read this article: http://hbswk.hbs.edu/pubi…1&sid=0&pid=0&t=marketing

Not every industry or company can benefit from performance-based pricing. But where there is a fit, PBP can be a powerful tool that merges the interests of buyers and sellers, says Harvard Business School professor Benson Shapiro.

No Comments » Posted by Administrator / Customer-Related and Marketing / Sales

Source: Financial Executive / Frank C. Evans
Read this article: http://www.fei.org/magazi…es/3-4-2002_valuation.cfm

This article purports to give an overview of valuation essentials for CFOs, especially in consideration of M&A activity. If you are not strong on this topic or finance in general this will be a useful article for you. If you are actually a CFO who needs anything contained in this article, shame on you…

No Comments » Posted by Administrator / Customer-Related and Finance

Source: strategy+business / Art Kleiner
Read this article: http://www.strategy-busin…/press/article/13995?pg=0

By imposing togetherness and teamwork across divisional boundaries, companies risk losing the people whose tacit knowledge actually drives growth.

No Comments » Posted by Administrator / Customer-Related and Organizational Behavior

Source: CEO Refresher / Rick Tate and Michele Richards
Read this article: http://www.refresher.com/!custcen

Perhaps our communications problems lie not in “how” we communicate, but rather in “what” we communicate. Use information to create value for your customers.

No Comments » Posted by Administrator / Customer-Related and Management

Source: Fast Company
Read this article: http://www.fastcompany.com/online/09/champion.html

Abby Conklin discusses her slow start and fast finish as cocaptain of the Lady Vols — and what she learned about leading.

No Comments » Posted by Administrator / Leadership and Marketing / Sales

Source: Business 2.0 / Mark Roberti
Read this article: http://www.business2.com/…/mag/0,1640,39278,00.html

In a few years, a new generation of electronic sensors called RFID tags will track your inventory, stock your shelves, pinpoint enemy soldiers — and even (perhaps) do your laundry.

Editor’s Note: for a good overview of RFID, see the European Business Forum (EBF) article “Had a chat with your refrigerator lately?” at:
http://www.ebfonline.com/main_feat/in_depth/in_depth.asp?id=461

No Comments » Posted by Administrator / Marketing / Sales and Operations

Source: ManagementFirst.com / Peter Cook
Read this article: http://web.archive.org/we…adership_and_strategy.htm

“My own research shows that the creativity in organizations has much more to do with an appropriate ‘context’ and rather less to do with ‘creativity techniques’. This can be summarised by the 80:20 creativity ‘formula’. This article explores the 80 per cent.”

No Comments » Posted by Administrator / Management and Marketing / Sales