...Key to key account management: relationship (guanxi) model Y.H. Wong Department of Business Studies, Hong Kong Polytechnic University, Kowloon, Hong Kong Introduction There are three major marketing problems facing most international firms today: the difficulty, arising from product range diversity, of segmenting its customers and maintaining long-term relationships with key customers; second, the obstacles of obtaining long-term business contracts from big multinationals; and third, how do the firms evaluate the relationship quality of their key customers? McDonnell Douglas, Peugeot and Japanese retailer Yaohan are all fighting for higher market shares in China because they are shaken down by the Government’s policy swings and railroaded into bad partnerships with key customers who mainly squeeze for advanced technology (Clifford et al., 1997). Many companies receive a big percentage of their sales from relatively few customers. Key account management has been increasingly important in international markets. Key account programs differ considerably across countries and firms, but all organizations have to decide how to identify their own major accounts and how to organize for effective relationship building with them. The purpose of this article is to assist organizations to determine the positioning of their major customer relationships so as to formulate key account relationship marketing strategies and implement them effectively in China and other Asian countries. This...
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...influenced me to write novels like The Outsiders. Viking published that book, my first novel, in 1967.Once published; The Outsiders gave me a lot of publicity and fame, and also a lot of pressure. I was becoming known as “The Voice of the Youth” among other titles. This kind of pressure and publicity resulted in a three yearlong writer’s block. My boyfriend (and now husband), who had gotten sick of me being depressed all the time, eventually broke this block. He made me write two pages a day if I wanted to go anywhere. This eventually led to the book “That was Then, This Is Now.” Which is known to be a much more well thought out book than The Outsiders. Because I read a lot of great literature and wanted to better myself, I made sure that I wrote each sentence exactly right. I continued to write my two pages a day until I finally felt It was finished In the summer of 1970, I got married a few months later. That Was Then, This Is Now was published in 1971. In 1975, I published Rumble Fish as a novel (I had published a short story version In a 1968 edition of Nimrod,which was a literary supplement for the University of Tulsa Alumni Magazine). Rumble Fish was the shortest novel I had published. It received a great deal of contrasting opinions, with one reviewer claiming It to be my best book and the next claiming It to be my last. The latter was apparently wrong. Tex was published in 1979, four years after Rumble Fish. It received great reviews and people raved about how the writing...
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...Ponyboy must learn to deal with life as a fourteen year old with only one leg. With the help six brothers and dad, he's just going to have to take it one step at a time. (Mr. Curtis is alive!) Disclaimer: No, silly, I never have nor will I ever own The Outsiders. S.E. Hinton owns The Outsiders. *sighs* :( I simply borrow them for my own creative enjoyment purposes. Guest: White collar black wolf: I'm happy that you think so. :) Thank you so much! Kas3y: Ha ha, same though. You'll have to find out in here. Thank you so much for reviewing! HappierThanMost: Sofie (Guest): Amanda (Guest): What did I do? I don't know. I think you'll have...
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...CC3305 Engineering Management Lecture One Engineering and Management CC3305 Engineering Management 1 Structure of Lecture One 1. 2. What is Engineering? What is Management? a. b. c. d. Management Levels (3) Managerial Skills (3) Managerial Roles (3) Functions of Managers (4-5) Its importance in high-tech firms 3. What is Engineering Management? a. CC3305 Engineering Management 2 What is Engineering? • Engineering is the profession in which a knowledge of the mathematical and natural sciences gained by study, experience, and practice is applied with judgment to develop ways to utilize, economically, the materials and forces of nature for the benefit of mankind CC3305 Engineering Management 3 Engineering as a profession • Engineers recognize the need for “intensive preparation” to master the specialized knowledge of their chosen profession • Engineers understand the need for lifelong learning to keep up with the march of technology • Engineers have ethical responsibilities in maintaining standards of conduct • Engineers provide a public service for the betterment of society while placing safety of the public high on their list of design criteria CC3305 Engineering Management 4 Engineers • Engineers are the practitioners of the art of managing the application of science and mathematics • Engineers need to logically apply quantifiable principles and effectively put their professional knowledge and experience into direct application ...
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...PROJECT IN QUALITY Nikolas Bellosillo TC303 INTRODUCTION This book review is for our QUALITY subject with our professor Mr. R. Romero. The book is entitled Built to Last: Successful habits of Visionary companies By Jim Collins and Jerry Porras, published by HarperCollins Publishers. Built to Last is a blueprint for building organizations that will endure long into the twenty-first century. "This is not a book about charismatic visionary leaders. It is not about visionary product concepts or visionary products or visionary market insights. Nor is it about just having a corporate vision. This is a book about something far more important, enduring, and substantial. This is a book about visionary companies." So write Jim Collins and Jerry Porras in this groundbreaking book that shatters myths, provides new insights, and gives practical guidance to those who would like to build landmark companies that stand the test of time. Drawing upon a six-year research project at the Stanford University Graduate School of Business, Collins and Porras took eighteen truly exceptional and long-lasting companies -- they have an average age of nearly one hundred years and have outperformed the general stock market by a factor of fifteen since 1926 -- and studied each company in direct comparison to one of its top competitors. They examined the companies from their very beginnings to the present day -- as start-ups, as midsize companies, and as large corporations...
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...William Trevor is a short-story writer who creates novels. William Trevor uses many things to create an amazing novel. Some of these things include his portraying of evil, his love for his characters, and his perspective. William Trevor does all these things to create a very wonderful story. William Trevor also has the ability to invoke great feeling in the reader. William Trevor was born on May 24, 1928, his father was a bank manager. His father’s occupation was accompanied by the need to move often and as a result William Trevor attended many different school throughout his childhood.(Bourgoin) This moving from town to town, which were usually small towns, provided Trevor with material for his stories.(Storey) He was one of three children in a very lonely household. His parents did not like each other and had no respect for one another. Family meals often went without any words. Trevor went to college and at Trinity College Dublin he met Jane, who he married. He tried his hand at sculpting but realized he was not going to make any money doing that.(Allardice) He abandoned sculpting and took a job with an advertising company in London. This is what Trevor said about his new job, “This was absurd. They would give me four lines or so to write and four or five days to write it in. It was so boring.(Morgan-Witts) Trevor took his extra time and used the typewriter that was given to him to write some of his first stories.(Allardice) William Trevor is a short story writer who happens...
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...in the books that were missing. Outsiders owned less than 3% of the Special Purpose Entities equities. There was an error made by Arthur Andersen to let LJM’s financial statement to remain unconsolidated. If the financial statements had been consolidated, some of the errors could have been found. They may have even had some time to correct these errors before that had gotten so far out of control. There was not governing controls in place and fraudulent activities were unlimited. Andrew Fastow created LJM1 to handle investments with Rhythms NetConnections, high-speed Internet service provider. The stock that they bought at $10 million was worth $300 million after a year. Enron tried to sell the stocks to an investor, in case the stock price dropped. They could not find an investor to purchase the stock at the put option because of the risks that was involved. This is a clear violation as it created a scenario where Enron was basically insuring itself, and therefore, without insurance Enron's harsh performance review could have significantly aided their company, because the performance review was so strict that if someone was not performing in a given period of time, they would indicate a poor rating to that employee and fire them. Enron harsh performance review committee aided company executives in committing fraud in that up to 15% of Enron’s work force was been replaced annually as a result of vicious internal competition causing reigning short term results above promising long...
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...ORGANIZATIONAL BEHAVIOR 9th edition by Stephen P. Robbins San Diego State University Prentice Hall International, Inc. "... the number-one-selling organizational behavior (OB) textbook in the United States and worldwide. More than 700.000 students around the globe have studied OB from this text" (preface, XXIII). Part One – Introduction Chapter 1 What is Organizational Behavior? Part Two – The Individual Chapter 2 Foundations of Individual Behavior Chapter 3 Values, Attitudes, and Job Satisfaction Chapter 4 Personality and Emotions Chapter 5 Perception and Individual Decision Making Chapter 6 Basic Motivation Concepts Chapter 7 Motivation: From Concept to Applications Part Three – The Group Chapter 8 Foundations of Group Behavior Chapter 9 Understanding Work Teams Chapter 10 Communication Chapter 11 Leadership and Trust Chapter 12 Power and Politics Chapter 13 Conflict and Negotiation Part Four – The Organization System Chapter 14 Foundations of Organization Structure Chapter 15 Work Design and Technology Chapter 16 Human Resource Policies and Practices Chapter 17 Organizational Culture Part Five – Organizational Dynamics Chapter 18 Organizational Change and Stress Management CHAPTER 1 WHAT IS ORGANIZATIONAL BEHAVIOR "We have come to understand that technical skills are necessary but insufficient for succeeding in management. In today's increasingly competitive and demanding workplace, managers can't succeed on their technical skills alone. They also have to have...
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...transform itself from a low-cost original equipment manufacturer to a world leader in R&D, marketing, and design, with a brand more valuable than Pepsi, Nike, or American Express. Fewer still would have predicted the success of the path it has taken. For two decades now, Samsung has been grafting Western business practices onto its essentially Japanese system, combining its traditional low-cost manufacturing prowess with an ability to bring high-quality, high-margin branded products swiftly to market. The two sets of business practices could not have seemed more incompatible. Into an organization focused on continuous process improvement, Samsung introduced a focus on innovation. Into a homogeneous workforce, Samsung introduced outsiders who could not speak the language and were unfamiliar with the company’s culture. Into a Confucian tradition of reverence for elders, Samsung introduced merit pay and promotion, putting some young people in positions of authority over their elders. It has been a path marked by both disorienting disequilibrium and intense exhilaration. Like Samsung, today’s emerging giants—Haier in China, Infosys in India, and Koç in Turkey, for instance—face a paradox: Their continued success requires turning away from what made them successful. The tightly integrated business systems...
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...you need or need will be a component in the expense of your insurance; your decisions are completely far reaching, outsider fire and robbery and outsider just, there is very little point in getting completely thorough spread if your premium works out at more than the estimation of the car. Be that as it may, don't be debilitated, in light of the fact that the cheapest car insurance truly exists. Be that as it may, when you are searching for insurance...
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...In this essay I will analyse the representation of speech in Justin Bieber’s Never Say Never and thought in Kanye West’s Can’t Tell Me Nothing using approaches developed by G.N. Leech, M.H. Short and S. Rimmon-Kenan. I will use the aspects of Leech and Short’s essay ‘Speech and Thought Presentation’ that I consider to be constructive and compensate the shortcomings of their essay with the improvements – in my view – made in Rimmon-Kenan’s essay. Also, since Rimmon-Kenan’s essay ‘Narration: speech representation’ does not include an account of thought representation, I will convert his distinctions of speech representation. Thus “diegetic summary” (DS) will be “diegetic thought summary” (DTS); “Summary, less ‘purely’ diegetic” will be “Thought Summary, purely diegetic” (TS); “Indirect content paraphrase”(ICP) will be “Indirect thought content paraphrase” (ITC); “Indirect discourse, mimetic to some degree”(ID) will be “ Indirect thought, mimetic to some degree” (IT): “Free indirect discourse” (FID) will be “Free indirect thought” (FIT); “Direct discourse” (DD) will Be “Direct thought” (DT) and “Free direct discourse”(FDD) will be “Free Direct thought” (FDT). ITC, FIT, DT and FDT correspond with Leech and Short’s distinctions (in definition and symbol, except for ITC which correspond with their IT). I will give examples of DTS, TS and ITS: DTS: The bare report of a thought, without any specification of how the thinker felt or the language the thinker used to think. E.g.,...
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...you started? • Have you updated it lately? • Do you mean to write one soon? (!!!) J&C Safety Consultants 2 Do I Need a Business Plan? Primary Functions of a Business Plan 1. Start up and run your business Provides day-to-day guidance Short and long term goals 2. Attract resources Money - loans, venture capital People – partners, key managers Sales leads/contacts Suppliers J&C Safety Consultants 3 Key Components What’s in a Business Plan? Templates are Everywhere • SCORE • Small Business Development Centers – many have seminars • Entrepreneur - Magazine and website • Software you can buy • Someone can write it for you J&C Safety Consultants 4 Key Components Generic Format Twelve Sections 1. 2. 3. 4. 5. 6. 7. Title Page Table of Contents Mission Statement Executive Summary Industry Status Target Market/Customer Base Sales and Marketing Plan J&C Safety Consultants 5 Key Components Generic Format Twelve Sections 8. Production and Operations Plan (if selling something) 9. Insurance 10. Management/HR Plan (only if employees or partners) 11. Financial Plan 12. Attached Exhibits J&C Safety Consultants 6 Key Components Mission Statement • Short but must be exact • Can be a variation of your slogan – slightly longer • Often used for marketing materials like brochures and websites • More than “we make the best widgets” – goal of safety is at a higher level J&C Safety Consultants 7 ...
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...ANALYZING NOVELS & SHORT STORy Good feedback is kind, thorough and timely. It’s professional and focused. It leaves the writer feeling challenged to do better but great about their strengths. Even if that just means the location they chose was cool. Give your feedback relative to the skill set of the writer. Never lie or obfuscate. Just serve it up gently. An upset writer isn’t going to hear your points anyway. But an encouraged one will. Trust me on this. — Julie Gray PRINTER FRIENDLY PAGE Literary analysis looks critically at a work of fiction in order to understand how the parts contribute to the whole. When analyzing a novel or short story, you’ll need to consider elements such as the context, setting, characters, plot, literary devices, and themes. Remember that a literary analysis isn’t merely a summary or review, but rather an interpretation of the work and an argument about it based on the text. Depending on your assignment, you might argue about the work’s meaning or why it causes certain reader reactions. This handout will help you analyze a short story or novel—use it to form a thesis, or argument, for your essay. Summary Begin by summarizing the basic plot: “Matilda by Roald Dahl is about a gifted little girl in small town America who learns to make things move with her mind and saves her teacher and school from the evil principal.” This will help ground you in the story. (When you write your paper, you probably won’t include a summary because your readers...
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...Financial Analysis Dear Herbert: Thanks to the firm giving our company the opportunity to review Adidas financial statements and make this analysis report and presented to CEO attention. Using 2011 annual report our consulting team analyzed data provided by accounting department and calculated the following ratios. As Current Ratio we have 1.53 : 1. For Acid-Test (Quick) Ratio we have .73 : 1. As Receivable Turnover we have 7.9 times. As Inventory Turnover we have 3.04 times. The previous ratios relates to Liquidity Ratios. As we mentioned above Current Ratio is 1.53, which is good but should be better if this ratio could be 2:1, which indicates company has good solvency. As we both know a healthy quick ratio should be between 0.5 and 1, where company is good so far with 0.73. Receivable turnover ratio tells us that company collects 1.5 times in a month for its accounts receivable. Inventory turnover tells us the that company’s inventory is sold and replaced in a period of 120 days. The best way to know if the above liquidity ratios are good or not, is by comparing them with competitor’s ratios. According to our principal competitor’s annual report, which is Nike, Adidas manage almost similar ratios besides current ratio 2.9, quick ratio 1.8, and inventory turn over 4.2. By compare them we notice Adidas is experiencing some difficulties to pay off its short-term debts rather than Nike. Profitability ratios composed from Asset Turnover 1.21 time, Profit...
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...fraud. Investors question SEC that over 20 years of periodic investigation, tip received from outsider, SEC fail to recognize the red flag and detect the fraud. I believe there are too many firms to watch and SEC fail to catch fraud has direct relationship with SEC understaff. The SEC is responsible for overseeing registered broker-dealers, transfer agents, clearing agencies, investment companies and investment advisers. A paper written by Bill Tarrant, he says that “the weakness in the SEC’s existing examination approach can be best highlighted by the fact that, in the last 16 years, while Madoff’s firm was investigated 8 times, no fraudulent activities were ever uncovered” Some news reports have suggested that a marriage between a Madoff relative and a former SEC official may have been a factor in the SEC’s failure to investigate red flags and complaints lodged against Madoff. Bernard Madoff Investment Securities was essentially a family operated business. His brother Peter Madoff was the chief compliance officer. His son Andy Madoff was the director of trading, and his son Mark Madoff was the director of proprietary trading. Shana Madoff, his niece, was the firm's compliance attorney. “The central flaw at the SEC is that its current oversight approach is not sufficiently risk focused”, state by Bill Tarrant. In my opinion, the underfund situation is not going to change in short-term period, SEC still going to under-staff to investigate all suspicious firms. In order to overcome...
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