...white paper | 2012 The New Frontier in Telecom Analytics: Get Better Insight Faster The dynamic nature of today’s telecom customers requires an equally dynamic use of analytics to understand customers and make decisions. ©2012 Peppers & Rogers Group. All rights protected and reserved. 2 Telecom operators are under pressure to deliver, and deliver fast. There is tremendous focus on always-on mobile connectivity and access to information when and where we want it, both in the consumer and business worlds. Telecom operators see this new normal firsthand, providing data networks and technology convergence to bring information and access to their customers in the moment. As a result, it’s become critical for operators to have the same type of fast access and interaction with their customer data and analytics. The current competitive landscape demands it. Are traditional analytical models enough? No. If operators are changing the way they do business, this shift must apply to analytics as well. It’s become imperative to monitor the instant changes in customers’ behaviors and match them with the most relevant offer as soon as the customer needs it. This is achieved with a sophisticated blend of analytics and business sense. This white paper explores the opportunities of two dynamic analytical capabilities: transactional behavioral analysis and capturing data potential. These tools give operators real-time insight about their customer activity so they can take action to be as...
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... Review questions and application exercises on p. 134 and 135 Ch. 7 Product-selling Strategies that Add Value Article: Harte Hanks; Create and Nurture B2B demand with social media, 2010 Article: Ricci, L.R., ― What changed our sales cycle and Why?‖, 2005. Review questions and application exercises on p. 154 and 155, case on p. 155 Ch. 8 The Buying process and buyer behaviour. Article belonging to CH 8: How you slice it; smarter segmentation for your sales force. Describe positioning as a product-selling strategy Explain the cluster of satisfactions concept Discuss product-positioning options Explain how to sell your product with a price strategy Explain how to sell your product with a valueadded strategy Positioning involves: • Those decisions and activities intended to create and maintain a certain concept of the firm‘s product in the customer‘s mind Differentiation refers to: • Your ability to separate yourself and your product from that of your competitors • It is the key to building and maintaining a competitive advantage The set of benefits and values the company promises to deliver to customers to satisfy their needs A well-informed customer will usually choose the product that offers the most value • • • Applies to both new and existing products May be necessary to reposition products several times Salespeople have an important and expanding role in differentiating products • ...
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...BUSINESS INTELLIGENCE TRENDS The Next Generation of Performance Management Updated 2/16/2010 Attivio® 246 Walnut Street Newton, MA 02460 o +1.857.226.5040 | f +1.857.226.5072 | e info@attivio.com www.attivio.com BI Trends: The Next Generation of Performance Management Every year, technology research firm Gartner surveys 1,500 CIOs. As has been the case for several years, the firm’s 2010 survey1 revealed that BI applications are among the top technology focus areas for CIOs. And business process improvement is the top business priority for IT, followed immediately by reducing costs and improving the use of information and analytics. According to Bob Kaplan and David Norton, the creators of the Balanced Scorecard (the most commonly used performance management system2), “breakdowns in a company’s management system, not managers’ lack of ability or effort, are what cause a company’s underperformance.” Kaplan and Norton define a management system as the “integrated set of processes and tools that a company uses to develop its strategy, translate it into operational actions, and monitor and improve the effectiveness of both” and point out that “the failure to balance the tensions between strategy and operations is pervasive…with various studies published in the past 25 years indicating that 60% to 80% of companies are fall short of the success predicted from their strategies.”3 So why are CIOs spending so much time and energy on BI? These technologies are the platform...
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...1. What communication type avoids conflict and focuses on facts and details rather than the big picture? They may be perceived by others as unemotional and nonchalant. • Argumentatives • Sympathetics • Systematics • Directs 2. A criticism of social media is that it • is only available to the media savvy. • contributes to the decline in writing and language skills. • leads to separation of the haves and have-nots. • leads to information overload 3. In Korean culture, a business deal is dependent on contractual information as well as how the parties perceive each other’s values and ethics. According to Edmund Hall, this behavior exhibits the theory of • proxemics • low-context cultures • Ethno-centricism • high-context cultures 4. Your supervisor sends you an e-mail requesting an article for the employee newsletter about company loyalty. You write the article featuring customers who are brand loyal. Later, your supervisor criticizes you for not writing about the topic that he requested. After a face-to-face meeting, you realize that he wanted you to write about employee loyalty. This is an example of what type of noise? • Unwanted • External • Semantic • Internal Want more details? Download now COM 537 Final Exam 5. The head of the holiday party committee at your office is trying to set a location for the event. The committee chairperson announces three choices for members to vote on. When Erin hears that the Boar’s Tavern is one of the choices, her...
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...Advancements in technology have made relationship marketing a reality in recent years. Technologies such as data warehousing, data mining, and campaign management software have made customer relationship management a new area where firms can gain a competitive advantage. Particularly through data mining—the extraction of hidden predictive information from large databases—organizations can identify valuable customers, predict future behaviors, and enable firms to make proactive, knowledge-driven decisions. The automated, future-ori- ented analyses made possible by data mining move beyond the analyses of past events typically provided by history-oriented tools such as decision support systems. Data mining tools answer business questions that in the past were too time-consuming to pursue. Yet, it is the answers to these questions make customer relationship management possible. Various techniques exist among data mining software, each with their own advantages and challenges for different types of applications. A particular dichotomy exists between neural networks and chi-square automated interaction detection (CHAID). While differing approaches abound in the realm of data mining, the use of some type of data mining is necessary to accomplish the goals of today’s customer relationship management philosophy. 2002 Elsevier Science Ltd. All rights reserved. Keywords: Customer relationship management (CRM); Relationship marketing; Data mining; Neural net- works; Chi-square automated...
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...Contents About the Authors Preface to the Second Edition Preface to the First Edition Acknowledgements Brief Contents 1. Introduction to Sales and Distribution Management Introduction 1 Evolution of Sales Management 1 What is Sales Management? 2 Nature and Importance of Sales Management 2 Relationship Selling 3 Varying Sales Responsibilities/Sales Positions 4 Importance of Personal Selling and Sales Management 4 Role and Skills of Modern Sales Managers 4 Skills of a Sales Manager 6 Types of Sales Managers/Sales Management Positions 6 Top-level (Strategic) Sales Managers 6 Middle-level (Tactical) Sales Managers 7 First-line (Operational) Sales Managers 7 Staff Sales Management Positions 8 Sales as a Career 8 Rewards in Sales Career 8 Salesperson to Sales Manager 9 Changing Role of a Salesforce 9 Women in Sales 11 Sales Objectives, Strategies and Tactics 12 Sales Objectives 12 Sales Strategies and Tactics 12 ii vii ix xiii xv 1 xviii Contents Emerging Trends in Sales Management 13 Global Perspective 13 Revolution in Technology 14 Customer Relationship Management (CRM) 14 Salesforce Diversity 14 Team Selling Approach 14 Managing Multi-channels 15 Ethical and Social Issues 15 Sales Professionalism 15 E-Selling 16 Linking Sales and Distribution Management 16 Distribution Channels 18 Maximising Customer Service 18 Sales Operations Planning 19 Summary 20 Glossary of Key Terms 21 Conceptual Questions 22 Objective Type Questions 23 Application Questions 24 Reference Notes 24...
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...with a segmented target audience of women aged 40 to 60 years. The poster aims to communicate and reinforce the benefits of physical fitness. Whilst evaluating the poster approach to health communication, other forms of health communication, and their effectiveness, are also discussed. The Wanless report (2004) described the “Fully Engaged Scenario” whereby unless there is substantial support of the public in pursuit of their health and well-being, the cost of treatment of chronic conditions by the National Health Service will become untenable. Current Welsh Government policy promotes physical activity in line with the report of the 2004 White paper. The recommended level of physical activity should be 30 minutes of moderate activity on at least 5 or more days per week. Research conducted by Sport Wales (2012), in their “state of the nation” paper, indicate that by age 45, only 36% of women are physically active and continue to be 14 percentage points lower than men until after age 65. Therefore, based on a needs assessment developed from the respective reports, the promotional poster for this assignment has been designed to target women aged 40 to 60 years. Health challenge Wales (2013) was developed to promote the prevention of ill health in order to focus resources on treating unavoidable disease. This campaign states that for women, “Heart and circulatory diseases are the most common cause of death in Wales”. There is numerous epidemiological evidence indicating the positive...
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...past, that approach has worked, however times and management challenges have changed and costs increased; demanding a different approach. Capacity Management is one solution. This guide is designed to help those managers who are now looking to assemble a Capacity Management organization and put in place the processes and best practices to make it successful. About the Author Ron Potter is the Best Practices manager for TeamQuest Corporation. Ron’s background includes more than 20 years in the IT industry, spearheading a successful ITIL implementation with a Fortune 500 insurance company, and discussing ITIL topics as a presenter at several conferences and trade shows. 2 of 11 Getting Started: Implementing Capacity Management White Paper What is Capacity Management? Capacity Management definitions can be found in many places on the Internet, including many IT Infrastructure Library (ITIL) sites. The definitions can be both wordy and confusing. We will leave it to those sources for the definitive explanation. For a brief, high level definition, Capacity Management is a set of work processes associated with the provisioning and management of IT infrastructure resources, such as...
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...Table of Contents Executive Summary 5 Marketing Strategy 6 Background 6 Company 6 Products 7 Situational Analysis 7 Market Share 8 Goals 8 Strategy 9 SWOT Analysis 9 Strengths 10 Weaknesses 11 Opportunities 11 Threats 12 Customers 12 Competitors 14 Positioning 14 Competitor Market Share 15 Collaborators 15 Role of Partnerships 15 Complimentary Businesses 16 Climate 16 Political/Legal 16 Economic 16 Technological 17 Social/Cultural 17 Issues Analysis 17 Personal Computer Market 17 New Products 17 International Operations 18 Digital rights management system (DRM) 18 eBusiness Models 18 Market Research and Market Intelligence 20 Marketing Strategy 25 Tactical e-Marketing and Communications Planning 28 Tactical Approach 28 Product 28 Promotion 29 Price 31 Place 31 Use of Technology 31 Delivery Mechanism 34 Flexible manufacturing plants 34 Supplier Relationship Management. 35 Channel Management 36 Marketing Communications 37 Developing an Integrated Marketing Communications Plan 37 Overarching Goals of the Plan 38 Message Development 38 Communication Media, Venues, and Campaign Elements 39 Tactical Marketing Plan Elements 40 Regulation and Ethics Issues 45 Responding to Regulation and Ethics Issues 46 Assessing E-Marketing Effectiveness 47 Conclusion 50 References 51 List of Figures Figure 1 - Porter's Five Forces Analysis Framework 22 Figure 2 - Comparative Competitor Specifications 23 Figure 3 ' Online Advertising Tracking...
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...Consumer Behaviour Term Paper Consumer Behaviour Insights in Marketing of Religion Saksham Srivastava (PGP/16/224) IIM Kozhikode sakshams16@iimk.ac.in, saksham1926@gmail.com Abstract Religion has been a part of the human civilisation for thousands of years, if not millions. Right from cavemen to white collar jobs, human beings have always strived to have a reason for survival. We have looked for the meaning of life since the beginning. Such a search is always accompanied by a belief in something. Sportsmen believe in their workout regime and training sessions to enable them to excel in their respective sports. Young students believe in the hours they’ve spent studying, to enable them to excel in their examinations. The origins of religion, lie in the belief of God, which is said to help people live a life of virtue. Religion has come to be defined by two schools of thought in today’s time. One school of thought is the believers, the ones who are on ‘religion’s side’, and the others, atheists, who don’t follow any religion and do not believe in the existence of God. Rather than being a rigid classification, the above division is more of a spectrum. Various degrees of theism and atheism exist with the middle path lying somewhere between mono-theists and agnostics. The science versus religion debate has been one of the most followed ongoing debates of the last and the current century. The reasons for the emergence of such a debate have been various, like, the Dark...
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...Turn Prospects into Customers with Content Marketing a complimentary eBook by Joe Pulizzi and Newt Barrett Get Content. Get Customers. Joe Pulizzi • Newt Barrett How to Turn Prospects into Customers with Content Marketing What You Will Learn By Reading This eBook • • • • • • • • • • The 3 reasons traditional marketing isn’t working. Content marketing is the biggest industry you’ve never heard of. What content marketing really is and why it is important. Why using the B.E.S.T. strategy can be the litmus test for your content marketing efforts. Why you must think like a publisher today! The 6 reasons why you can communicate with buyers directly. The 11 biggest benefits of content marketing. The 7 deadly sins of content marketing. What MindJet, Best Buy and ThomasNet are doing to drive business through the use of great content. What content channels are available to launch content marketing efforts and when to choose the right one. and much more… 2 Get Content. Get Customers. Joe Pulizzi • Newt Barrett How to Turn Prospects into Customers with Content Marketing If you answer ‘Yes’ to these questions, this eBook is for You • Are you disappointed with results from traditional marketing efforts? • Do you have difficulty proving a return on your marketing investment? • Are you spending a lot of money on your marketing and you’re not sure if it’s working? • Do your marketing materials talk more about you and not enough...
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...Human Resources Management, 13e (Dessler) Chapter 1 Introduction to Human Resource Management 1) The basic functions of the management process include all of the following EXCEPT ________. A) planning B) organizing C) outsourcing D) leading Answer: C Explanation: C) The five basic functions of the management process include planning, organizing, staffing, leading, and controlling. Outsourcing jobs may be an aspect of human resources, but it is not one of the primary management functions. Diff: 1 Chapter: 1 Objective: 1 Skill: Concept Learning Outcome: Define human resource management and describe modern trends in the field 2) Which of the following is the person responsible for accomplishing an organization's goals by planning, organizing, staffing, leading, and controlling personnel? A) manager B) entrepreneur C) generalist D) marketer Answer: A Explanation: A) The manager is the person responsible for accomplishing an organization's goals by planning, organizing, staffing, leading, and controlling the efforts of the organization's people. An entrepreneur may manage people or may hire a manager to do so instead, but entrepreneurs are defined as individuals who start their own businesses. Diff: 2 Chapter: 1 Objective: 1 Skill: Concept 3) Which of the following includes five basic functions--planning, organizing, staffing, leading, and controlling? A) job analysis B) strategic management C) management process D) adaptability screening ...
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...Organizational Behavior Eranga Nawaratne Business management batch 51 International college of business and technology Acknowledgment In compiling this assignment, I was given enormous support by many whom I would like to express my gratitude. I would first like to write these couple of words to show my gratitude to everyone who helped me throughout this module including our lecturer Mr. Rajitha Ranaweera who took his time to share his experience and knowledge with us. I would also thank my beloved parents who gave me enough support in every academic purpose. 1. Executive Summary ASD (pvt) ltd is small tire rebuilding company which has been in the market for the past 10 years but lately PQR ltd a leading car exporter, has come into a decision to acquire the owner ship of ASD (pvt) ltd. While engaging in this they will also have an island wide retail chain. Where the employees of ASD (pvt) ltd will be shifted so the for the cultures, leaders will be completely different from where they have been working. Therefore as car exporters PQR is having a strong stableness in the market where they are looking forward to grow. So as a consultant they have hired me to provide a report on how to conduct the restructuring efforts. Throughout this report I have provided PQR ltd the proper structures of an organization including its cultures, proper leadership styles suitable for managers and means of...
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...MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question. 1)Some countries outlaw ________, a practice in which a company prices its products lower than they are priced at home. 1) _______ A)gray marketing B)dumping C)black marketing D)parallel importing E)countertrading TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false. 2)A casual research design tracks the responses of the same sample of respondents over time. 2) _______ TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false. 4)Problem recognition is the first step in the buying decision process in the business market. 4) _______ MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question. 5)Why would a company adopt an undifferentiated targeting strategy when there is so much evidence of the benefits of a differentiated strategy? 5) _______ A)to take advantage of economies of scale B)to remove the need for disintermediation C)to move a product to the next stage of its product life cycle D)to more efficiently focus on its CRM strategy E)all of the above TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false. 6)The evaluation stage for a product is longer for an impulse purchase than it is for a shopping product. 6) _______ MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question. 7)Brand managers are...
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...White Paper Big Data Analytics Extract, Transform, and Load Big Data with Apache Hadoop* ABSTRACT Over the last few years, organizations across public and private sectors have made a strategic decision to turn big data into competitive advantage. The challenge of extracting value from big data is similar in many ways to the age-old problem of distilling business intelligence from transactional data. At the heart of this challenge is the process used to extract data from multiple sources, transform it to fit your analytical needs, and load it into a data warehouse for subsequent analysis, a process known as “Extract, Transform & Load” (ETL). The nature of big data requires that the infrastructure for this process can scale cost-effectively. Apache Hadoop* has emerged as the de facto standard for managing big data. This whitepaper examines some of the platform hardware and software considerations in using Hadoop for ETL. – e plan to publish other white papers that show how a platform based on Apache Hadoop can be extended to W support interactive queries and real-time predictive analytics. When complete, these white papers will be available at http://hadoop.intel.com. Abstract. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 The ETL Bottleneck in Big Data Analytics The ETL Bottleneck in Big Data Analytics. . . . . . . . . . . . . . . . . . . . . . 1 Big Data refers to the large amounts, at least terabytes, of poly-structured...
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