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Making the Number: How to Use Sales Benchmarking to Drive Performance
by Greg Alexander Aaron Bartels Mike DrapeauThe essential tool kit to achieve breakthrough sales performance improvements.Numbers don't lie: 40 percent of all salespeople miss their targets each year. How can sales managers ensure their teams are doing everything possible? <P><P>The key lies in benchmarking, which is not new for finance or manufacturing but rarely gets applied to sales. Making the Number will teach executives to embrace data-driven decision making and rely less on gut instinct.Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. The authors take readers through their five-step methodology for sales benchmarking, showing how to select metrics; gather, compute, and compare internal and external data; and then actually use the data.Making the Number includes case studies of sales benchmarking in action. <P>For example, find out how Discover Financial Services plays David to the Goliaths of MasterCard and Visa.Whether you're a sales rep, a manager, or a CEO, this book will show you a better way to make your number.
Making the Numbers Count: The Accountant as Change Agent on the World-Class Team
by Brian H. MaskellThe first edition of Brian Maskell‘s now classic work proved that when given the chance, accountants would prefer not to serve out their working days as number crunching automatons. With its energetic tone and common sense approach, the book inspired numbers people at all levels to become true allies in their companies lean revolutions. It enco
Making the Steve Jobs Movie: An Entrepreneurial Case Study
by Joe MancusoThe producer of the hit film, Jobs, shares his visions of Hollywood, big business, and entrepreneurial success with America&’s most powerful CEOs. How did Mark Hulme make a journey from Fort Worth, Texas, publisher to first-time movie producer who wrangled Ashton Kutcher to star in one of the most highly anticipated biopics ever made? It&’s a story right of Steve Jobs&’s own playbook for success: start with a good idea and the drive to seek the resources that&’ll turn that concept into reality. This is the illuminating and unique guide to accomplishing those dreams. Joe Mancuso—founder of CEO Clubs and with more than fifty years of experience as an entrepreneur—assembles twenty diverse CEOs to discuss the genius and nerve behind two effectual lynchpins: the founder of Apple himself, and Mark Hulme who took the risk to bring Jobs&’s story to the big screen. In these lively, informative, and invaluable conversations, Mancuso, Hulme, and their peers illustrate how you, too, can apply the same principles and efforts into your own personal success story.
Making the Team: A Guide for Managers
by Leigh ThompsonFor undergraduate or graduate management courses in Organization Behavior, Group Dynamics, or Teamwork. Equips team leaders and members for success with theory and real-world applications. Making the Team shows leaders how to design teams to function optimally, and focuses on the skills needed to become productive team members. The 6th Edition combines cutting-edge theory with the latest information and research, while its real-world applications and examples help team leaders and members succeed in the business world.
Making the Transition
by Irena Kogan Clemens Noelke Michael GebelAfter the breakdown of socialism in Central and Eastern Europe, the role of education systems in preparing students for the "real world" changed. Though young people were freed from coercive state institutions, the shift to capitalism made the transition from school to work much more precarious and increased inequality in early career outcomes. This volume provides the first large-scale analysis of the impact social transformation has had on young people in their transition from school to work in Central and Eastern European countries. Written by local experts, the book examines the process for those entering the workforce under socialism, during the turbulent transformation years, in the early 2000s, and today. It considers both the risks and opportunities that have emerged, and reveals how they are distributed across social groups. Only by studying these changes can we better understand the long-term impact of socialism and post-socialist transformation on the problems young people in this part of the world are facing today.
Making the Tunisian Resurgence
by Mahmoud Sami NabiThis book investigates the socioeconomic factors that triggered Tunisia’s "revolution for dignity” and the current issues and challenges facing its economy while suggesting mechanisms and instruments for their resolution. The author begins by analyzing the roots of the revolution and the post-revolution situation from a political sociology perspective and then diagnoses the Tunisian economy before and after the revolution and identifies the multidimensional binding constraints preventing it from escaping the middle-income trap. The book then explores the pillars of an inclusive development strategy that Tunisia should pursue. The emphasis is made on building inclusive institutions, developing a new social contract and reinventing the country's leadership. Beyond the institutional dimension, the author suggests innovative financial channels, discusses the strategy of a successful integration of the Tunisian economy in the global economy as well as the pillars of its transformation into a knowledge-based economy.
Making the World Safe for Workers: Labor, the Left, and Wilsonian Internationalism (The Working Class in American History)
by Elizabeth McKillenIn this intellectually ambitious study, Elizabeth McKillen explores the significance of Wilsonian internationalism for workers and the influence of American labor in both shaping and undermining the foreign policies and war mobilization efforts of Woodrow Wilson's administration. McKillen highlights the major fault lines and conflicts that emerged within labor circles as Wilson pursued his agenda in the context of Mexican and European revolutions, World War I, and the Versailles Peace Conference. As McKillen shows, the choice to collaborate with or resist U.S. foreign policy remained an important one for labor throughout the twentieth century. In fact, it continues to resonate today in debates over the global economy, wars in Iraq and Afghanistan, and the impact of U.S. policies on workers at home and abroad.
Making the World Work Better: The Ideas That Shaped a Century and a Company
by Kevin Maney Steve Hamm Jeffrey O'BrienThomas J Watson Sr’s motto for IBM was THINK, and for more than a century, that one little word worked overtime. In Making the World Work Better: The Ideas That Shaped a Century and a Company , journalists Kevin Maney, Steve Hamm, and Jeffrey M. O’Brien mark the Centennial of IBM’s founding by examining how IBM has distinctly contributed to the evolution of technology and the modern corporation over the past 100 years. <p><p> The authors offer a fresh analysis through interviews of many key figures, chronicling the Nobel Prize-winning work of the company’s research laboratories and uncovering rich archival material, including hundreds of vintage photographs and drawings. The book recounts the company’s missteps, as well as its successes. It captures moments of high drama – from the bet-the-business gamble on the legendary System/360 in the 1960s to the turnaround from the company’s near-death experience in the early 1990s. <p> The authors have shaped a narrative of discoveries, struggles, individual insights and lasting impact on technology, business and society. Taken together, their essays reveal a distinctive mindset and organizational culture, animated by a deeply held commitment to the hard work of progress. IBM engineers and scientists invented many of the building blocks of modern information technology, including the memory chip, the disk drive, the scanning tunneling microscope (essential to nanotechnology) and even new fields of mathematics. IBM brought the punch-card tabulator, the mainframe and the personal computer into the mainstream of business and modern life. IBM was the first large American company to pay all employees salaries rather than hourly wages, an early champion of hiring women and minorities and a pioneer of new approaches to doing business--with its model of the globally integrated enterprise. And it has had a lasting impact on the course of society from enabling the US Social Security System, to the space program, to airline reservations, modern banking and retail, to many of the ways our world today works. <p> The lessons for all businesses – indeed, all institutions – are powerful: To survive and succeed over a long period, you have to anticipate change and to be willing and able to continually transform. But while change happens, progress is deliberate. IBM – deliberately led by a pioneering culture and grounded in a set of core ideas – came into being, grew, thrived, nearly died, transformed itself… and is now charting a new path forward for its second century toward a perhaps surprising future on a planetary scale.
Makroökonomie für Dummies (Für Dummies)
by Hanno Beck Aloys PrinzIn diesem Buch wandern Hanno Beck und Aloys Prinz mit Ihnen durch die Vielfalt der makroökonomischen Theorien, insbesondere der Konjunktur- und Wachstumsmodelle. Sie bringen Ihnen das Geld und seine makroökonomische Bedeutung näher und zeigen Ihnen, wie die Volkswirtschaftliche Gesamtrechnung aufgebaut ist. Dabei lassen sie auch kritische Fragestellungen nicht außen vor, so dass Sie dieses Buch umfassend über Makroökonomik informiert und gleichzeitig zu einer kritischen Auseinandersetzung damit motiviert und befähigt.
Makroökonomie für Dummies (Für Dummies)
by Hanno Beck Aloys PrinzVerstehen, wie moderne Volkswirtschaften funktionieren In diesem Buch wandern Hanno Beck und Aloys Prinz mit Ihnen durch die Vielfalt der makroökonomischen Theorien, insbesondere der Konjunktur- und Wachstumsmodelle. Sie bringen Ihnen die makroökonomische Bedeutung von Geld näher und zeigen Ihnen, wie die Volkswirtschaftliche Gesamtrechnung aufgebaut ist. Das Buch vermittelt den Lehrstoff, den ein Bachelorstudium abdeckt, und lässt dabei auch kritische Fragestellungen nicht außen vor, sodass Sie dieses Buch umfassend über Makroökonomik informiert und gleichzeitig zu einer kritischen Auseinandersetzung damit motiviert und befähigt. Sie erfahren Wissenswertes über Beschäftigung, Preisstabilität und Wachstum Was Sie über die Volkswirtschaftliche Gesamtrechnung wissen sollten Welche wichtigen makroökonomischen Theorien es gibt
Makroökonomie im Wandel: Inflation, Zinspolitik und die Auswirkungen des Ukraine-Konflikts auf Bilanzposten und inhärente Risiken
by Tatjana Derr Chris HeilerDieses Buch analysiert, wie sich gegenwärtige Geschehnisse – die Covid-19-Pandemie, der Ukraine-Konflikt, die Inflation und die Leitzinsanpassungen – auf inhärente Risiken und Bilanzposten von Unternehmen auswirken. Der Schwerpunkt liegt auf einer theoretisch-deskriptiven Analyse, welche die tiefgreifenden Auswirkungen dieser makroökonomischen Phänomene auf inhärente Risikofaktoren umfassend beleuchtet. Danach folgt eine empirische Untersuchung ausgewählter Unternehmen des DAX-40-Index, um die in der Theorie vorhergesagten ökonomischen Entwicklungen zu validieren. Durch diese Verknüpfung von Theorie und Empirie werden nicht nur abstrakte Konzepte verstehbar gemacht, sondern auch die konkreten Auswirkungen auf Unternehmen und deren Bilanzen. Es unterstützt damit Wissenschaftler und Praktiker, Herausforderungen und Chancen in einem komplexen wirtschaftlichen Umfeld besser zu verstehen und etwaige Handlungsbedarfe für Unternehmen abzuleiten.
Makroökonomik - Schnell erfasst (Wirtschaft – Schnell erfasst)
by Robert RichertAnschaulicher, leicht nachvollziehbarer, kompakter Überblick über die traditionelle Makroökonomik. Neben der (neo)klassischen Theorie behandelt der Autor keynesianische Modelle wie das IS-LM-, das Blinder-Solow- und das Mundell-Fleming-Modell. Mit Kapiteln zur neoklassischen Synthese als integrativem Ansatz von angebots- und nachfrageorientierten makroökonomischen Theorien und zur Phillips-Kurven-Diskussion. Plus: Überblick über die Prinzipien der sozialen Marktwirtschaft. Sehr gut geeignet zum Selbststudium: Zusammenfassungen, Wiederholungsfragen, Aufgaben mit Lösungen zu jedem Kapitel, zahlreiche Grafiken und ausführliche Kommentare.
Makroökonomik: Wirtschaftstheorie für das 21. Jahrhundert
by Dirk EhntsIn diesem Buch geht es um die Makroökonomik, um Geldschöpfung und -vernichtung, Vollbeschäftigung, Preisstabilität und nachhaltige Ressourcenbewirtschaftung. Dabei wird mikrofundiert mit einem Bilanzansatz die Geldschöpfung der Banken, Nichtbanken, Zentralbanken und der Bundesregierung vorgestellt und ihr Zusammenspiel im Wirtschaftskreislauf erklärt. Der gewählte Ansatz beinhaltet die neuesten Erkenntnisse und auch aktuelle Entwicklungen wie Sondervermögen, TARGET2-Salden und Energiepreisinflation. Fallstudien und anwendungsbezogene Beispiele zeigen praxisnah, wie privater, staatlicher Sektor und der Rest der Welt auf der gesamtwirtschaftlichen Ebene miteinander interagieren. Mithilfe einfacher Verhaltensannahmen können die Interaktionen in einem grafischen Modell nachvollzogen werden, in welchem konjunkturelle Schwankungen genauso wie wirtschaftspolitische Maßnahmen der Geld- und Fiskalpolitik simuliert werden können. Ein besonderer Schwerpunkt liegt dabei auf Deutschland und der Eurozone. Kapitel zu Beschäftigung und Inflation sowie Deflation runden das Buch ab.
Maladaptive Consumer Behavior: Theory, Research, and Intervention (Palgrave Studies in Marketing, Organizations and Society)
by David W. Stewart Ingrid M. MartinThis edited volume provides a marketing perspective on maladaptive consumer behavior, especially behavior with dysfunctional consequences that does not have its origins in physical addiction. It brings together contributions of leading scholars who have expertise in various forms of maladaptive consumption. The chapters address specific manifestations of maladaptive consumption, such as those related to food, alcoholic beverages, online gaming, and media consumption, among others, with an emphasis on behaviors that are not traditionally regarded as arising from physical addiction. Further, the book includes chapters that focus more broadly of definitional and conceptual issues, methodological approaches, implications for intervention and regulation, and the value judgments inherent in the identification and classification of behaviors as “maladaptive." It examines numerous alternative theories of maladaptive consumption and places such behavior in a larger market context. Taken together, the contributions in this volume (1) describe the general phenomenon of maladaptive consumption, (2) describe specific manifestations of maladaptive consumption, (3) identify issues of research methodology and definition related to the study of maladaptive consumption, and (4) address relevant interventions, regulations, and public policy issues. It will appeal to scholars interested in maladaptive consumption behaviors and their treatments as well as consumer behavior more generally across multiple fields, including marketing, clinical psychology, social work, and public health.
Malaysia and the Development Process: Globalization, Knowledge Transfers and Postcolonial Dilemmas (Studies in International Relations)
by Vanessa C.M. ChioDrawing on recent deconstructions in anthropology, postcolonial studies, and critical sociology, Malaysia and the Development Process situates and explores the phenomenon of international knowledge transfers within the context of globalization. Based on primary and secondary research, and a series of 'experiential' reflections, fieldwork was conducted in two foreign electronics multinationals and a variety of public and semi-public institutions. The findings reassess issues of knowledge, power, subjectivity and agency, and the relations between the West and the non-West, as they are negotiated between and within multinational workplaces and local agencies in Malaysia.
Malaysia: An "Asian Tiger" Reawakens
by Richard H.K. VietorOn May 9th, 2018, in an extraordinary upset, Mahathir Mohamad again became Malaysia's Prime Minister. Najib Razak, who had headed the government since 2009, had been swept up in the 1MDB scandal - perhaps the biggest state-corruption incident in history. Although Malaysia's growth had remained solid since the financial crisis, the scandal undermined the budget, the country's debt position, and foreigners' willingness to invest. What was it in the history, culture and institutional structure of the country that had allowed 1MDB to happen. And could the 93 year-old Mahathir get the country back on track?
Malaysia: Capital and Control
by Laura Alfaro Rawi AbdelalOn September 1, 1998, the government of Malaysia imposed currency and capital controls in response to the financial crisis that had swept Asia. The controls sparked an enormous controversy in the world of international finance. Some celebrated the controls for insulating the Malaysian economy from the unstable international financial system. Others criticized the controls for trapping investors and allowing the government to protect the interests of "cronies." This debate also raised the central question about the future of the international financial architecture: What is the appropriate balance between financial market freedom and government discretion in the management of the global economy?
Malaysia: From Crisis to Recovery
by Kanitta MeesookThis publication takes stock of economic developments in Malaysia since the Asian economic crisis of 1997. It looks at the aspects of economic performance, policy and reform that contributed to the strong recovery. The individual papers include: a comparative review of policies and performance; potential output and inflation; challenges to fiscal management; capital controls in response to the Asian crisis; financial sector issues; corporate performance and reform.
Malaysia’s Leap Into the Future: The Building Blocks Towards Balanced Development (Dynamics of Asian Development)
by Rajah Rasiah Kamal Salih Cheong Kee CheokThis book presents the future development of Malaysia. It puts together building blocks to achieve a better future. These blocks are poverty and income inequality, population, demography and urbanization, growth and technological progress, education, human capital and skills, finance, labor, the environment, and health care. It examines the reasons for the decline in the agricultural sector with an emphasis on food security. It discusses Malaysia’s economic growth and structural change compared to some of the Northeast East Asian and Southeast Asian countries. It explains the projections of population and demographic change and its bearing on government policies. It evaluates the country’s education sector and discusses the strategies to improve its role in the country further. It argues for replacing ethnic-based approaches with a needs-based system for the future direction to build a plural Malaysia. This insightful book is of interest across several fields, including demography, economic development, and urbanization.
Malcolm McDonald on Key Account Management
by Malcolm Mcdonald Beth RogersMalcolm McDonald on Key Account Management explores the challenges of winning, retaining and developing key accounts. Key accounts are customers who help their suppliers grow, and consequently, they wield significant power. Although they are the key to market share and revenue growth, the costs of serving key accounts can erode profitability unless they are thoroughly understood and managed. Malcolm McDonald on Key Account Management takes a step-by-step approach to presenting best practice in key account management. Whether your business is starting up or well-established, there is always more to discover about improving the way value is created between you and your most important customers. Malcolm McDonald and Beth Rogers have spent over twenty years researching, teaching and consulting on key account management, and have condensed their knowledge into this book, focusing on making it clear, concise and easy to use.
Malcolm McDonald on Marketing Planning: Understanding Marketing Plans and Strategy
by Malcolm McdonaldA primer for marketing professionals and students, the second edition of Malcolm McDonald on Marketing Planning provides a clear guide to marketing planning. Focussing on the practical application of marketing planning this book will guide readers through the production of a marketing plan that has real world application. Key content includes defining markets and segments, setting marketing objectives and strategies, advertising and sales promotion strategies, and price and sales strategies.With an emphasis on practicality this fully revised second edition has been thoroughly overhauled to contain new content on the essentials of marketing planning and the strategic marketing process.
Malcolm McDonald on Value Propositions: How to Develop Them, How to Quantify Them
by Malcolm McDonald Grant OliverA value proposition is an innovation or feature that clarifies a company's core purpose and identity. In the same way profit lies at the heart of every business, so does the value proposition, communicating how its service or products fulfill the needs of their customers. While many organizations understand the importance of having a clearly defined value proposition to help them become more profitable, many businesses struggle to use them effectively. Malcolm McDonald on Value Propositions is a step-by-step guide to understanding exactly why financially quantified value propositions will help readers to increase revenue and deliver tangible results.Highly practical and filled with useful tools and checklists, this succinct guide explains the process of developing a value proposition from start to finish, how to use segmentation appeal to the relevant key accounts, and to ensure it is both financially grounded and has resonance with customers. From understanding how buying decisions are made, through to financial dashboards and value quantification tools, Malcolm McDonald on Value Propositions is perfect for anyone looking to integrate financial success into their proposition, and gain understanding of how it can be used to deliver and communicate value.
Malcolm Turner at Vanderbilt
by David G. Fubini James BarnettMalcolm Turner becomes the new athletic director at Vanderbilt University, tasked with increasing athletics-related revenue and improving on-field performance, while maintaining Vanderbilt's academic rigor for student-athletes.