Category: Management

Elements of Strategic Management of Change: Centralized project managed change, Strategic management of change, Local management of change Principle: Centralized vs local change management Issues: Central + scale, critical competence…

Elements of Traditional Strategic Change: The where – Vision, The what – Programme and focus, The how – projects of Leadership, culture and barriers Principle: Illustrates the gap between vision…

Elements of Extended versus limited problem-solving in purchase decisions: The extended and limited purchase process in relation to different product types. Principle: The purchase decision will range on a continuum…

Elements of Drivers and Resistors to Relationship Marketing: Drivers for RM: High acquisition costs relative to retention costs (understanding that lifetime value of customers makes economic sense) High exit barriers…

Elements of The pyramid of ratios: Left side ~ External rate of returns Right side ~ Internal managerial performance Bottom ~ Sales Ratios Principle: Illustrate the relation and calculation principles…

Elements of Customer Portfolio – Three-Dimensional Customer Classification Matrix: Matrix positioning customers (or other partners) according to Relationship value, Net price and Cost to serve Principle: Classifies relationships based on…

Elements of Transactional vs Relationship Marketing: Compares the variables, time, marketing, priceelasticity, customer satisfaction, customer feedback, independence of functions, internal marketing and product types, in Transactional vs Relationship marketing approach…

Elements of The Henley Transformational Framework: Centre of Organisational Learning is Leadership & Culture, driven by Mobilize for change, Translate strategy into objectives and incentives, Design the change process and…

Elements of A classification of relationship types: Transactions, Repeated Transactions, Long-term Relationships, Buyer-seller Partnerships, Strategic Alliance/Joint Ventures, Network Organisations, Vertical Integration Principle: The development of transactional to strategic relationships Issues:…

Elements of Single and Double loop learning + Triple loop learning: Single-Loop Learning (Following the Rules) Double-Loop Learning (Changing the Rules) Triple-Loop Learning (Learning About Learning) Principle: Illustrates the steps…