...10/14/2012 Deb Chatterjee Organization Behavior II: designing effective organizations Session 1: Introduction “Organizations are not felled by their competitors. They are destroyed by internal problems” – Mr. B M Vyas, ex-managing director of the Gujrat Cooperative Milk Marketing Federation, owners of the Amul Brand, and presently a director at Parag Mild Foods, owner of the Gowardhan and Go brands (quoted in Dibyendy Ganguly, “who moved my cheese”, in Brand Equity, The Economic Times, 2nd March 2011, page 1). 1 10/14/2012 Open systems model Organization Input Conversion process Output Implications of Open systems model • • • • • • Measuring effectiveness Stakeholder and environment management Aligning members Defining boundary Achieving coordination Organizational change 2 10/14/2012 Organizational effectiveness External resource approach Secure resources Cost & quality of inputs Market share Stakeholder support Internal resources approach Innovation and responsiveness Decision time Innovativeness Employee motivation, coordination, conflict Time to market Technical approach Conversion efficiency Product quality & cost Customer service Delivery time Ethical decisions • Is it for the greater good? The utilitarian approach – If no – reject • If yes: Does it protect the rights of those affected by the decision? The moral rights approach – If no – reject • If yes: Does it distribute benefits and harm equitably? The justice...
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...[pic] Indian Institute of Management, Kozhikode |B2B Marketing Case Assignment on Kunst Vacuum Pumps | | | Authors (EPGP04-Section A): Abhishek Kumar Singh (EPGP-04A-005) Vivek Talwar (EPGP-04A-113) Question What are the major, quantifiable value and price elements associated with the Kunst 1600? Answer: Value elements ➢ Cost savings since it would not involve changing oil because the Kunst 1600 is an oil-free vacuum pump. ➢ Higher revenues, and therefore profits, due to higher output of the Kunst 1600 in lower pressure settings. These resulting higher profits are only generated in the light commercial refrigerator repair segments because in these segments the technicians can complete more jobs with a faster pump (the Kunst 1600) in comparison to the more traditional pumps. Price elements ➢ According to the respondents in the focus groups, the anticipated lifetime of their current vacuum pumps is around five years. Though, wholesale managers stipulate that most repair firms do not keep track of their vacuum pump purchases and overestimate pump lifetime. Managers also claimed that they tracked customer firm purchases via their electronic point-of-sale systems...
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...quantifiable value and price elements associated with the Kunst 1600? Value Elements - The total cost involved in oil changing and messiness is reduced Price Element - Increased pump durability -- The Kunst 1600 lasts 2 to 3 times longer than the incumbents in most segments. This means that repair firms will have to buy more conventional pumps than Kunst 1600s. This impacts the price a repair firm has to pay for conventional pumps (i.e., 2 to 3 times greater) and not the number of jobs it can complete. 2. What additional value placeholders merit consideration in your value model? • Weight differential – The Kunst 1600 is lighter than pumps currently used in residential AC repairs and heavier than those used in home refrigerator and light commercial refrigerator repairs. These weight differences may impact technician preferences. • Durability of parts – As the Kunst 1600 is constructed of molded aluminum, its parts may be subject to less corrosion and thus last longer. • Brand equity – Currently, Kunst and Atler have little brand equity in the potential market segments. This may put them at a competitive disadvantage with long-established rivals. 3. Construct a customer value model for the Kunst 1600 in the residential AC, home refrigerator, and light commercial refrigerator repair market segments. Exhibits 1 and 2 contain the components needed to construct a customer value model for the Kunst 1600. Exhibit 1 contains the word equations, with substitution...
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...Case Analysis Kunst 1600 Prepared by Mathew Chandy – EPGCMM-07-14 Nimish Mohanan – EPGCMM-07-15 Sinoj Cyriac – EPGCMM-07-16 C.K.Cherian – EPGCMM-07-07 1. What are the major, quantifiable value and price elements associated with the Kunst 1600 1. Reduce operating costs If value can be shown in the way of reduced operating cost of the Kunst 1600 as compared to that of the other pumps in the various segments, customers are willing to consider to moving to the new Kunst pump B. Increase the number of jobs that can be done by the Kunst pump per week 2. Construct a customer value model for the Kunst 1600 in the residential AC, home refrigerator, and light commercial refrigerator repair market segments AC repair segment * USP -- Kunst 1600 did not require oil changes. Haggling between owners and technicians on who should do the oil changes could be avoided which was of interest to the owners and technicians * Operations costs analysis( If done by a maintenance worker) Labour: $ 12 / hour Time required for oil change: 30 minutes Oil: $ 8 / quart 1 quart oil required per oil change Souring soap: $ 0.50 Towels: $ 0.15 Disposable charge : $ 5 per gallon (1 gallon = 4 quart) a) Total operating cost / oil change = (12*0.5) +8 + 0.50+ 0.15 = $14.65 Disposable cost = 0.25x5 = $1.25 per oil change per quart Total operating cost (cost of changing oil) : = 14.65+1.25 = $ 15.9 Let us consider an oil change per month. ...
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...Case: Commercializing the Kunst 1600 Dry Piston Vacuum Pump Case Analysis Note Key Notes/Findings Kunst 1600 Overview 1. Germany based Atler GmbH acquired the Kunst in order to penetrate new market segments within Dry Piston Vacuum Pump U.S market. Kunst would be selling it as a derivative product in untapped applications segments e.g. AC & Refrigerator reapir. 2. Evan Stone was appointed to head up a team charged with finding new segment & then commercializing Kunst 1600. 3. Kunst is a fractions horsepower, injection modeled aluminum pump with pumping speed of 1.6 CFM, pump weight – 16.5 pounds. Because of reconfigured compressor it can run longer and cooler than conventional pumps at lower pressure & due to injection modeling it has fewer working parts than traditional one’s 4. Most importantly Kunst 1600 is oil free and planned to sell it to wholesalers at $400 with suggested resale of $500. 5. Kunst 1600 lifetime was about 6 years. Market Insight 1. Kunst has high brand regard in Scientific, Engineering & Healthcare sectors with 60% market share in those sectors. 2. Home & Light commercial refrigerator repair – (1-1.6 CFM), For residential AC’s – (3-4 CFM) 3. Annual demand for these segments a. Home refrigerator repair – 60,000 units. b. Light commercial repair – 40,000 units. c. Residential AC – 125,000 units. 4. Competitors in 1-6 CFM bracket: Air Master, Pump Wizard, Toledo & Valve...
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...Commercializing The Kunst 1600 Dry Piston Vacuum Pump What are the major, quantifiable value and price elements associated with the Kunst 1600? * No oil change required in the Kunst 1600, which saves time and money. Oil change cost = cost of oil + labor + towel + soap + disposal Oil change cost = 8+15+0.5+0.15+1.25 = $24.9 * Kunst 1600 has a life of 6 years; 2.5 times longer than traditional pumps. So it reduces replacement costs. * As Kunst 1600 is made from aluminum, it is lighter by 5-10 pounds. What additional value placeholders, elements not presently quantified, merit consideration in your value model? * Customers should know that Kunst has been trusted brand name in the scientific, engineering & health care industries for 75 years and currently holds a 60% market share in laboratory, healthcare and industrial applications. * The Kunst 1600 is made from aluminum, which makes it lighter, rust resistant and more durable. * Kunst is a German company. German companies are known for their engineering. * Kunst 1600 is a compressor, so it remains cooler. Construct a customer value model for the Kunst 1600 in the residential AC, home refrigerator, and light commercial refrigerator repair market segments. * Cost saved on oil changes: Clean-up supplies = price of towel + price of soap Oil disposal cost = recycling charge per gallon of oil x number of gallons recycled Labor cost = rate with which individual is changing oil...
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...Commercializing the Kunst 1600 Dry Piston Vacuum Pump© James A. Narus James C. Anderson * June 2003 * James A. Narus is Professor of Business Marketing, Babcock Graduate School of Management, Wake Forest University. James C. Anderson is the William L. Ford Distinguished Professor of Marketing and Wholesale Distribution, and Professor of Behavioral Science in Management, Kellogg Graduate School of Management, Northwestern University. He is also the Irwin Gross Distinguished ISBM Research Fellow at the Institute for the Study of Business Markets (ISBM), located at Penn State University, and Visiting Research Professor, School of Technology & Management, University of Twente, the Netherlands. Please note that we prepared this case as the basis for class discussion rather than to illustrate either effective or ineffective handling of an administrative situation. We disguised all of the company names and some of the information on marketplace conditions. Send correspondence to: James A. Narus Babcock Graduate School of Management Wake Forest University Suite 150, One Morrocroft Centre 6805 Morrison Boulevard Charlotte, NC 28226-3551 USA +1.704.365.6717 (telephone) jim.narus@mba.wfu.edu (e-mail) © 2003, James C. Anderson and James A. Narus. All rights reserved. Commercializing the Kunst 1600 Dry Piston Vacuum Pump Evan Stone, a senior product manager at Kunst Vacuum Pumps, was excited as he lifted the prototype...
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...|Case Analysis – Kunst 1600 | |B2B Marketing | | | |Prepared By: | |Name | |Roll Number | |Organization | |Designation | | | |Karan Sangar | |EPGP-04C-055 | |Dell | |Sr. Advisor | | | |Nitin Gupta ...
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...B2B Marketing Case Study Commercializing the Kunst 1600 Dry Piston Vacuum Pump Submitted by: Group No. 4 Nikul Lodhiya | 13020241030 | Nishant Saindane | 13020241095 | Shrenik Shah | 13020241048 | Swanand Mohalkar | 13020241145 | Prateek Ashatkar | 13020241150 | Shikha Sonthalia | 13020241047 | Pooja Yende | 13020241132 | 1. What are the major, Quantifiable value and price elements associated with kunst 1600? About Kunst: 1.6 CFM Weight: 16.5 Pounds Price: $500 and to Wholesalers: $400 Quantifiable Price and Value Elements associated with kunst are in terms of * oil prices, * labour expenses, * clean up supplies * Disposal cost. Where, Clean-up supplies = price of cloth towel + amount of scouring soap used in money terms Oil disposal cost = recycling charge per gallon of oil x number of gallons recycled Labour cost = rate at which individual is changing oil i.e. Hourly x time required per change in Hours 2. What additional value placeholders, elements not presently quantified, merit consideration in your value model? * It is an aluminium pump with fractional horsepower and injection moulded i.e. it has lesser working parts. * It is oil free. * Its input nozzle so that it can easily catch the pollutants. * Weight is less compared to other pumps in the market i.e. lighter 16.5 pounds. * Projected life is about 6 years compared to other pumps which has 5 years. * No chances...
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...Question 1. What are the major, quantifiable value and price elements associated with the Kunst 1600? Answer 1. – Major quantifiable value for Kunst Vacuum pump are as per below. • • • • Oil Free Operation Projected quick performance & 6 years operational life Aluminum construction with weight as low as 16.5 pounds so easy to carry. Lesser movable parts Price Element associated with Kunst Vacuum pumps are as per below. a) Basic Cost Description Ac Repair Segment per hour cost $ Home and Light Commercial Refrigerator Repair Segment $ 500 150 / 200 Kunst Cost Competitors Cost 500 250 / 320 b) Associated Cost Ac Repair Segment per hour cost (a) ($) 8 Home Refrigerator Segment per hour cost (b) ($) 4 Light Commercial refrigerator Segment per hour cost (c) ($) 4 Description Per quart of Oil Material Associated with it (Soap + Towels) Oil Disposal Cost is 5$ per gallon. 4 quart = 1 gallon 8 pint = 1 gallon Labour Cost a) b) c) 12$ per ½ hour 15$ per ½ hour 24$ per ½ hour 0.65 0.65 0.65 1.25 0.625 0.625 6 7.5 12 Total Cost Oil is normally change a) b) 20 times in the season for AC Sector b) 12 times a year for other Sector. 15.9 12.775 17.275 318 153.3 207.3 Differential cost a) b) c) 250$ @ 2.5 years 3 -6 CFM pump 150$ @ 3years – 1 CFM pump 200$@2yers – 1.5 CFM 16.67 -33.37 16.67 In addition to the above data – Technician in Light commercial refrigerator can do 2 jobs more in 12 hectic weeks of...
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...MATERIA: Gestión Estratégica del Cliente PROFESOR: German Castellanos MBA – ICESI Grupo: Miércoles 1. Cuáles son los elementos de valor cuantificables asociados a la bomba de vacío kunst 1600? R/ Los elementos de valor cuantificables son: • El ahorro de algunos costos como la eliminación de cambio de aceite ya que este modelo de bomba es al vacío. • Mayores ganancias debido a que este modelo del Kunst 1600 trabaja en entornos de baja presión. Sin embargo el segmento que determina el elemento de valor es el comercial ligero debido a que esta bomba es mucho más rápida generando así puestos de trabajo. 2. Cuáles elementos de valor adicionales, difíciles de cuantificar, merecen consideración en el modelo de valor? • Más liviana que las otras bombas. • Mayor durabilidad de las piezas al ser en aluminio. • Bajo valor de marca en los segmentos estudiados. • Valor y frecuencia de las multas por botar el aceite en sitios prohibidos • Los beneficios ecológicos de ningún cambio de aceite. • Retorno rápido de la inversión 3. Construir un modelo de valor para la bomba de vacío kunst 1600 para cada uno de los tres segmentos descritos en el caso? |TAMAÑO DEL MERCADO POR SEGMENTOS | |TAMAÑO DEL MERCADO |REPARACION AIRE ACONDICIONADO |REPARACION DE REFRIGERADORES |REPARACION REFRIFERADORES...
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... | | |Evaluate alternative course of action available to PVT to gain favorable evaluation by Solenergy for the Barstow | | |Project? | | |What short term and long term policies and processes should PVT develop and implement to effectively improve its | | |marketing programs? | |3 |Kunst 1600 | | |What are the major, quantifiable value and price elements associated with the Kunst 1600? | | | | | |What additional value placeholders, elements not presently quantified, merit consideration in your value model? | |...
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...the discussion in the class. Session No & Date 1&2 PV Technologies Inc: Were they asleep at the Switch? 1. What could be the reasons for the unfavorable evaluation of PV technologies by Greg Morgan? 2. Evaluate alternative course of action available to PVT to gain favorable evaluation by Solenergy for the Barstow Project? 3. What short term and long term policies and processes should PVT develop and implement to effectively improve its marketing programs? 3 Kunst 1600 1. What are the major, quantifiable value and price elements associated with the Kunst 1600? What additional value placeholders, elements not presently quantified, merit consideration in your value model? Construct a customer value model for the Kunst 1600 in the residential AC, home refrigerator, and light commercial refrigerator repair market segments. Using your value model, select a target market segment(s) for commercialization efforts. Justify your choice. Case: Preparation Questions 2. 3. 4. 4 5. Write a value proposition for the Kunst 1600 for the target market(s). SAP: Building a Leading Technology Brand 1. What should SAP stand for? What is its brand promise? 2. Would you make any changes in the branding elements? SAP brand architecture, logos? 3. How can SAP ensure consistent messaging and consistent look and feel in all SAP communications worldwide? 4. How can SAP leverage its brand to companies of all sizes? 5&6 Precise Software Solutions 1. Should Alon plan on introducing Insight...
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...oriëntatierapport. Voor het oriëntatierapport heb ik de Italiaanse kunstenaar Baglione behandeld, waarin ik zijn kunst en werkwijze tegenover die van Caravaggio zette. Het schilderij van Caravaggio bleek tijdens het schrijven van dat rapport veel beter bij mij als persoon te passen. Ook viel zijn complete oeuvre beter bij mij in de smaak. Doordat ik mij uit interesse verdiepte in Caravaggio, groeide mijn interesse. Vervolgens heb ik onbewust het haalbaarheidsonderzoek op hem toegespitst, in plaats van op Baglione. Dat ik deze misstap had begaan, ontdekte ik pas laat in het onderzoek waardoor corrigeren niet mogelijk was. Dit heeft geresulteerd in een onderzoek over een schilderij wat ik nog niet eerder beschreven had in het haalbaarheidsonderzoek. Hier staat tegenover dat ik oprecht geïnteresseerd was in het onderwerp en daarom meer uit de opdracht heb kunnen halen. Hopelijk is deze interesse terug te lezen in het eindresultaat. Table of Contents Voorwoord 3 Inleiding 5 Het leven van Caravaggio 6 Kunststroming 10 Totale oeuvre 10 Invloed 13 Gekozen kunstwerk 17 Nabeschouwing 19 Visie op het leerrendement 20 Bibliography 21 Bijlage 22 Inleiding De schilderijen van Caravaggio zullen door velen worden herkent. Maar wie was hij? Hoe verliep zijn leven? Welke invloed had wat hij meemaakte op zijn kunst en welke invloed heeft hij gehad op de Europese kunst? Dat zijn vragen die in dit rapport zullen worden beantwoord. Bovendien zal er dieper ingegaan...
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...Noter: Enevældens tidsalder 1650 – 1750 * Standsning af renæssances økonomiske svingninger, tiden præget af økonomisk stagnation * stadig væk statisk landbrugssamfund. * 80% fæstebønder. * Jorden ejedes af kongen, adel og i katolske lande også af gejstlige. * Holland & England, anderledes, økonomisk udvikling, førte frem til industriel revolution, aldrig endevælde. (grund: kæmpe velhavende købmandsklasse) Fransk enevælde. * Frankrig, næst største land, splittet i mange provinser, sprog, retsregler, kristne religioner. * første minister, kardinal Richelieu, styrke centralmagten, valgt af Ludvig 13. * Ludvig 14.(solkongen) overtog i en ung alder den politiske ledelse efter sin fars død. * Den endevældige konge, vedtog love, udskrev skatter, afsagde domme og første krig, uden samtykke med nogen. * Regerings mål, forstærke statsmagten(kongen). * Frankrig blev styret fra hovedstaden paris med hård hånd, og retning af moderne enhedsstat(datidens hjælpemidler var ikke så udviklede, så det var svært at have enevælde) * Kongen valgte embedsmænd, som skulle overvåge lokaladministrationen adelen fik ikke lov at lave befæstede gårde, og selvtægt var forbudt, samt kamp mellem adelige gårde. * Statslønnede embedmænd sørgede for at der komme skattekroner til kongen, adel havde før hen sørget for at mange af pengene kom i egen lomme. * Gejstelige skulle ikke betale skat, men derimod give “frivillige gaver” * Ludvig 14. finansminister...
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