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Keeping the Best: Why Retention Matters
by Richard LueckeThis chapter focuses on employee retention. It explains why it is so important to your business--and why it is so challenging. The chapter provides insights into why people stay with their current employers and what factors influence them to leave. It also offers suggestions on what you, as a manager, can do to retain your best people.
Keeping the Entrepreneurial Spirit Alive: The Ultimate Challenge of Success
by Richard LueckeAs firms become larger and more established, they may lose the entrepreneurial spark and become less adept at innovation. This chapter discusses three challenges to growing companies--size, the desire to serve existing customers, and complacency--and lists seven steps that leaders can take to keep the entrepreneurial spirit alive.
Keeping the Promise of Social Security in Latin America
by Truman G. Packard Juan Yermo Indermit S. GillEmpirical analysis of two decades of pioneering pension and social security reform in Latin America and the Caribbean shows that much has been achieved, but that critical challenges remain. In tackling this unfinished agenda, a great deal can be learned from the reform experience of countries in the region. Keeping the Promise, produced by the chief economist's office in the Latin America and Caribbean Region at the World Bank, evaluates policy reforms in 12 countries, points to successes and shortcomings, and proposes priorities and options for future reform.
Keeping to the Fairway
by Thomas J. Waite Sergio Zyman James E. Murphy Kim Skildum-Reid Paul A. ArgentiHBR Case Study. For 12 years, Pace Sterling has been the proud sponsor of the annual Champions Tournament, reaping substantial benefits from that affiliation. Unfortunately, recent events threaten to tarnish the reflected glory.
Kein Bock auf Hierarchie: Leadership-Hacks für vertrauensvolle Führung auf Augenhöhe
by Thomas SajdakEine bessere "zeitgemäà ere" Führung, die die jüngeren Arbeitskräfte anspricht und mitnimmt, ist weder eine Frage komplizierter Führungstheorien noch eine Frage des Umbaus von Organigrammen bzw. der Einführung von Agilität. Beides geht nach Auffassung von Thomas Sajdak am Kern guter Führung vorbei, denn der strukturelle Umbau eines Unternehmens bringt allein noch keine Verbesserung der Führungsqualität oder -kultur. Und die Orientierung an umfassenden und zum Teil schwierigen Führungstheorien ist nicht praktikabel und verstellt zudem den Blick auf das Wesentliche. Das Buch von Thomas Sajdak verfolgt daher einen anderen Ansatz: Führung ist im Grunde nicht schwierig, sondern eine Frage einfacher "Basics" oder Grundwahrheiten, die jeder verstehen, sich aneignen und durch wiederholtes Training erlernen kann. Es geht zum Beispiel um menschliche und emotionale Anteilnahme, das Stellen der richtigen Fragen zur richtigen Zeit und das Bewusstsein der eigenen Wirkung auf andere. Ausgehend von den 3 Eckpfeilern - Einstellung, Technik, Wirkung - stellt das Buch eine gröà ere Anzahl von "Hacks" bzw. "Basics" vor, erläutert ihre Hintergründe und ihre Wirkung, bringt praktische Beispiele und à bungen für die Anwendung. Jeder Hack ist einfach zu verstehen und anzuwenden, erfordert kein besonderes Wissen oder Können, sondern lediglich die Bereitschaft, zu üben und ihn konsequent zu nutzen.
Keine Einwände: So erreichen Sie herausragende Abschlussquoten auch bei skeptischen Kunden
by Jeb BlountIm Vertrieb gibt es nur wenige Einheitslösungen. Der Kontext zählt. Komplexe Verkäufe sind anders als Abschlüsse, die mit einem Anruf getätigt werden. B2B ist anders als B2C. Interessenten, Gebiete, Produkte, Branchen, Unternehmen und Vertriebsprozesse sind alle unterschiedlich. Es gibt nur wenig Schwarz und Weiß im Verkaufsprozess. Eine Ausnahme sind Einwände. Bei Einwänden gibt es Demokratie. Jeder Verkäufer muss viele NEINs ertragen, um zum JA zu gelangen. Einwände nehmen keine Rücksicht darauf, - wer Sie sind, - was Sie verkaufen, - wie Sie verkaufen, - ob Sie neu im Verkauf sind oder ein Veteran, - ob Ihr Verkaufszyklus lang oder kurz ist - komplex oder transaktional. Seitdem Verkäufer von Käufern verlangen, Verpflichtungen einzugehen, haben Käufer Einwände vorgebracht. Und seit Käufer Nein sagen, sehnen sich Verkäufer nach den Geheimnissen, wie sie diese Neins überwinden können. Jeb Blounts Buch ist ein umfassender und zeitgemäßer Ratgeber, der Herz und Verstand anspricht. In seinem unverkennbaren, direkten Stil nimmt Jeb Blount kein Blatt vor den Mund und schlägt Ihnen die kalte, harte Wahrheit darüber ins Gesicht, was Sie wirklich daran hindert, Verkäufe abzuschließen und Ihre Einkommensziele zu erreichen. Dann zieht er Sie mit Beispielen, Geschichten und Lektionen in seinen Bann, die Ihnen zeigen, wie Sie selbst bei den schwierigsten Einwänden mit menschlichem Einfluss ein Nein überwinden können. Stattdessen lernen Sie eine neue Psychologie für die Umkehrung von Einwänden und bewährte Techniken, die mit den besser informierten, kontrollierten und skeptischen Käufern von heute funktionieren. Mit jedem neuen Kapitel werden Sie mehr und mehr Vertrauen in Ihre Fähigkeit gewinnen, Einwände in jeder Verkaufssituation zu erkennen und effektiv zu bearbeiten. Und mit diesem neu gewonnenen Selbstvertrauen werden Ihr Erfolg und Ihr Einkommen in die Höhe schnellen.
Keller Fund's Option Investment Strategies
by W. Carl KesterA closed-end mutual fund's decision to study option trading provides an opportunity to study the profit profile and pricing of multiple option investment strategies (e.g., buy a call, buy a put, write a call, buy stock-write call, etc.). This case is designed to provide students with an introduction to option pricing.
Kellogg Company/eighteen94 capital
by Natalie Kindred David E. Bell Damien P. McLoughlinWith 33,000 employees and revenues of $13 billion in 2016, Kellogg Company was the world's largest producer of branded packaged cereal and a leader in branded convenience foods. Founded in 1906 and based in Michigan, the company had a proud history of product and marketing innovation starting with its first product, Kellogg's Toasted Corn Flakes, which created the cold cereal category. In recent years, however, Kellogg's revenue had declined due to a number of factors, including changing consumer tastes, increased competition, and evolving advertising trends and sales channels. Seeing innovation as a key to future success, in 2016 the company established eighteen94 capital, its corporate venture capital arm, which had announced investments in three startups as of late 2017. eighteen94 was conceived as a platform for giving Kellogg access to the kinds of skills, products, and ingredients that could help drive future growth. It was also a vehicle for changing mindsets and culture by reviving the entrepreneurial spirit that some felt had eroded within Kellogg. This case allows students to consider what sort of impact on internal culture and behavior Kellogg should expect from eighteen94 in its current form. Does eighteen94 have the potential to drive the kind of changes and benefits that Kellogg needs?
Kellogg Company/eighteen94 capital
by Natalie Kindred David E. Bell Damien P. McLoughlinWith 33,000 employees and revenues of $13 billion in 2016, Kellogg Company was the world's largest producer of branded packaged cereal and a leader in branded convenience foods. Founded in 1906 and based in Michigan, the company had a proud history of product and marketing innovation starting with its first product, Kellogg's Toasted Corn Flakes, which created the cold cereal category. In recent years, however, Kellogg's revenue had declined due to a number of factors, including changing consumer tastes, increased competition, and evolving advertising trends and sales channels. Seeing innovation as a key to future success, in 2016 the company established eighteen94 capital, its corporate venture capital arm, which had announced investments in three startups as of late 2017. eighteen94 was conceived as a platform for giving Kellogg access to the kinds of skills, products, and ingredients that could help drive future growth. It was also a vehicle for changing mindsets and culture by reviving the entrepreneurial spirit that some felt had eroded within Kellogg. This case allows students to consider what sort of impact on internal culture and behavior Kellogg should expect from eighteen94 in its current form. Does eighteen94 have the potential to drive the kind of changes and benefits that Kellogg needs?
Kellogg on Advertising and Media
by Philip Kotler Bobby J. CalderIn Kellogg on Advertising and Media, members of the world's leading marketing faculty explain the revolutionized world of advertising. The star faculty of the Kellogg School of Management reveal the biggest challenges facing marketers today- including the loss of mass audiences, the decline of broadcast television advertising, and the role of online advertising- and show you how to advertise successfully in this new reality. Based on the latest research and case studies, this book shows you how to find and engage audiences in a chaotic media climate.
Kellogg on Branding
by Philip Kotler Alice M. Tybout Tim CalkinsThe Foreword by renowned marketing guru Philip Kotler sets the stage for a comprehensive review of the latest strategies for building, leveraging, and rejuvenating brands. Destined to become a marketing classic, Kellogg on Branding includes chapters written by respected Kellogg marketing professors and managers of successful companies. It includes:The latest thinking on key branding concepts, including brand positioning and designStrategies for launching new brands, leveraging existing brands, and managing a brand portfolioTechniques for building a brand-centered organizationInsights from senior managers who have fought branding battles and wonThis is the first book on branding from the faculty of the Kellogg School, the respected resource for dynamic marketing information for today's ever-changing and challenging environment. Kellogg is the brand that executives and marketing managers trust for definitive information on proven approaches for solving marketing dilemmas and seizing marketing opportunities.
Kellogg on Branding in a Hyper-Connected World
by Alice M. Tybout Tim CalkinsWorld-class branding for the interconnected modern marketplace Kellogg on Branding in a Hyper-Connected World offers authoritative guidance on building new brands, revitalizing existing brands, and managing brand portfolios in the rapidly-evolving modern marketplace. Integrating academic theories with practical experience, this book covers fundamental branding concepts, strategies, and effective implementation techniques as applied to today’s consumer, today’s competition, and the wealth of media at your disposal. In-depth discussion highlights the field’s ever-increasing connectivity, with practical guidance on brand design and storytelling, social media marketing, branding in the service sector, monitoring brand health, and more. Authored by faculty at the world’s most respected school of management and marketing, this invaluable resourceincludes expert contributions on the financial value of brands, internal branding, building global brands, and other critical topics that play a central role in real-world branding and marketing scenarios. Creating a brand—and steering it in the right direction—is a multi-layered process involving extensive research and inter-departmental cooperation. From finding the right brand name and developing a cohesive storyline to designing effective advertising, expanding reach, maintaining momentum, and beyond, Kellogg on Branding in a Hyper-Connected World arms you with the knowledge and skills to: Apply cutting-edge techniques for brand design, brand positioning, market-specific branding, and more Adopt successful strategies from development to launch to leveraging Build brand-driven organizations and reinforce brand culture both internally and throughout the global marketplace Increase brand value and use brand positioning to build a mega-brand In today’s challenging and complex marketplace, effective branding has become a central component of success. Kellogg on Branding in a Hyper-Connected World is a dynamic, authoritative resource for practitioners looking to solve branding dilemmas and seize great opportunities.
Kellogg on Marketing
by Alice Tybout Calder Bobby J.The business classic, fully revised and updated for today's marketers The second edition of Kellogg on Marketing provides a unique and highly regarded perspective on both the basics of marketing and on new issues that are challenging businesses today. Includes more than 60% new material on both fundamental marketing concepts and hot topics such as Product Innovation, Social Media, Marketing to Consumers at the Bottom of the Pyramid, and Internal Branding With a foreword by Philip Kotler The Kellogg School of Management is recognized around the world as the leading MBA program in Marketing Along with the new material, the core concepts covered in the first edition have all been updated-including targeting and positioning, segmentation, consumer insights, and more. This is a must-have marketing reference.
Kellogg on Marketing: The Marketing Faculty of the Kellogg School of Management
by Philip Kotler Alexander ChernevThe ultimate marketing resource from the world’s leading scholars From the world’s #1 MBA marketing program comes the latest edition of Kellogg on Marketing, presented by Philip Kotler and Alexander Chernev. With hundreds of pages of brand-new material on timely topics, like creating value to disrupt markets, defensive marketing strategies, strategic customer management, building strong brands, and marketing in the metaverse, the book explores foundational and advanced topics in marketing management. You’ll discover a renewed focus on digital transformation and data analytics, as well as comprehensive explanations of the strategic and tactical aspects of effective marketing. From managing business growth to identifying target customers, developing a meaningful value proposition, and data-driven marketing, every area relevant to marketing professionals is covered by expert contributors possessing unique insights into their respective competencies. Readers will also find: Discussions of the unique challenges facing brands in designing and managing their image and techniques for building resilient brands Strategies for creating loyal customers and developing personalization at scale Strategies for designing effective omni-channel marketing platforms Strategies for crafting a successful cross-platform communications campaigns Discussions on the application of data analytics and artificial intelligence to the creation of successful marketing programsAn indispensable resource for any professional expected to contribute to their organization’s marketing efforts or business growth, Kellogg on Marketing, Third Edition, also earn a place in curricula of the business school educating the next generation of business leaders.
Kemmerer on Money (Routledge Library Editions: Monetary Economics)
by Edwin Walter KemmererThis book, first published in 1934, provides a discussion of the important facts and underlying principles of the financial problems that the American people were facing after the Great Depression. The title includes discussions of gold and paper standards, Germany’s inflation, the silver question and debtor and creditor relationships. This title will be of interest to students of monetary economics and the history of economic thought.
Kemps LLC: Handling Product, Distribution, and Customer Variety
by Robert S. Kaplan Steven R. AndersonThis chapter illustrates comprehensive, enterprise-wide implementation of Time-Driven Activity-Based Costing projects using the case of Kemps LLC.
Kemps LLC: Introducing Time-Driven ABC
by Robert S. KaplanKemps is making a strategy shift: from being focused on fulfilling customer requests to becoming the best cost dairy producer in the industry. Its existing manufacturing cost system, however, fails to capture the costs associated with handling special flavors, small production orders, and complex delivery and order processing options. The company introduces a new system--time-driven, activity-based costing--that captures the full complexity of its operations and gives managers new insights into the profitability of orders, products, and customers. The time equations feature simply and accurately represents the cost impact of all possible options from a particular production order. Managers use the information to enhance process efficiencies, negotiate new terms with customers, and attempt to win new business. The company now faces some crucial decisions about how to forge new relationships with key customers.
Ken Durham and Unilever as a 'Multi-Local Multinational'
by Geoffrey G. Jones Stephanie DeckerExplores the opportunities and threats to Unilever's global business in 1978 based on the commercial and political challenges faced by three of its subsidiaries, Lever Brothers in the United States, Hindustan Lever in India, and United Africa Company in West Africa. Management faced several problems: criticism of multinational companies, anti-trust legislation, expropriations, and rising competition from international and local rivals. Focuses on developing a new global strategy for a company that placed a premium on a consensual management style and local autonomy.
Ken Traub at American Bank Note Holographics
by Michael Norris Suraj SrinivasanKen Traub is hired as CFO for American Bank Note Holographics, the market-leading security holograph company in January 1999, but discovers on his first day that the company has misstated its financials and resigns. After consulting with the company for the next several weeks as it announces its misstatements to the public, he is asked to become president of the company. Should he take the job or is the company a sinking ship?
Kendall Square Research Corp. (A)
by William J. Bruns Jr.Kendall Square Research was a small competitor in the supercomputer industry. As sales grew rapidly in 1992 and early 1993, the company sold stock to the public for the first time and analysts forecast higher earnings for 1993. However, when the company's revenue recognition practices were questioned the answers were devastating.
Kendall Square Research Corp. (A) (Abridged)
by F. Warren Mcfarlan William J. Bruns Jr.Kendall Square Research was a small competitor in the supercomputer industry. Sales grew rapidly in 1992 and early 1993, and the company sold stock to the public for the first time. Analysts forecasted higher earnings for 1993, then the company's revenue recognition practices were questioned and the answers were devastating.
Kendall-Vetmat
by David J. Reibstein Elizabeth N. WebsterDiscusses the role of market research in a product manager's decision process. Traces the development of market research information for the introduction of a new product, and presents a manager's dilemma of receiving market data that are inconsistent with expectations and plans. How should the product manager merge this information with the decision?
Kendle International, Inc.
by Indra A. Reinbergs Dwight B. Crane Paul W. MarshallCandace Kendle and Christopher Bergen, the CEO and COO of Kendle International, Inc., are reviewing ways to finance the growth of their privately-owned company. Kendle is a contract research organization that conducts clinical drug trials for pharmaceutical and biotechnology companies. To compete more effectively, Kendle plans to grow through international acquisitions. It is now time to decide whether to go ahead with a full program of two European acquisitions, a large debt financing through Nationsbank, and an initial public offering to repay the debt and provide cash for future acquisitions. The falling stock prices of Kendle's competitors add pressure to the situation. Teaching purpose: To develop skills in designing and implementing an integrated financial and acquisition strategy.
Kennecott Copper Corp.
by William E. FruhanInvolves a $550 million cash tender offer by Kennecott Copper Corp. for all of the outstanding common shares of the Carborundum Corp.