relationship with the potential buyer, but will always ultimately end with an attempt to "close the sale" Personal selling is one of the oldest forms of promotion. It involves the use of a sales force to support a push strategy (encouraging intermediaries to buy the product) or a pull strategy (where the role of the sales force may be limited to supporting retailers and providing after-sales service). What are the main roles of the sales force? Kotler describes six main activities of a sales force: (1)
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EU Furniture Market Study – Summary August, 30, 2006 This publication was produced for review by the United States Agency for International Development. It was prepared by Emerging Markets Group, Ltd. EU Furniture Market Study – Summary Submitted by: Emerging Markets Group, Ltd. StrikConsulting d.o.o. Sarajevo Submitted to: USAID Contract No.: AFP-I-800-03-00029-04 DISCLAIMER The author’s views expressed in this publication do not necessarily reflect the views of the United States Agency
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3H Strategy & International Business 2001-2002 Session 8 – Positioning & RBAs compared A. INTRODUCTION TO SESSION The past two Sessions have outlined a series of models and frameworks that provide insights into the external environment and the strategic capabilities possessed by organisations. Many of these models and frameworks have developed as a consequence of a twenty-year debate over the way in which organisations seek to develop sustainable competitive advantage. In broad terms
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assets, such as patents and trademarks, other major elements like brand loyalty, perceived quality, brand associations, and others, underlie brand equity. A successful brand strategy must be based on creating brand loyalty. For achieving this goal consumers must be classified on a loyalty basis, while marketing strategies and mixes must be shaped accordingly. INTRODUCTION The success of a firm depends largely on its capability to attract consumers towards its brands. In particular, it is critical
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objectives, and the company acknowledges that significant challenges lie ahead, it is clearly the story of a dramatic and successful corporate evolution. Corporate pressure is relentless, however, and in February 2011 Nokia announced a change in strategy, a new leadership team, and a renewed organizational and operational structure. According to chief executive officer (CEO) Stephen Elop,
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Module Guide 2015-16 Module Title – Strategic leadership in a changing world Module Code – 6BUS1059 Academic Year – 2015/16 Semester - AB Module Leader – Keith Seed Contents: 1 Contact details for the module leaders (and teaching team) NameK.SeedS CullifordV. AminP.Mason | RoomM248 | Phone 01707-28400 ext 5589 | EmailK.Seed@herts.ac.uks.culliford@herts.ac.ukV.1.Amin@herts.ac.ukP.Mason3@herts.ac.uk | Office & Feedback hours. The module leader has two office hours per week
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Strategies to Fight Low-Cost Rivals * Nirmalya Kumar From the December 2006 Issue * Strategies to Fight Low-Cost Rivals Strategy & Execution HBR Article Executive Summary Reprint: R0612F Companies find it challenging and yet strangely reassuring to take on opponents whose strategies, strengths, and weaknesses resemble their own. Their obsession with familiar rivals, however, has blinded them to threats from disruptive, low-cost competitors. Successful price warriors, such as
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Rumelt 3/17/11 11:46 AM Copyright © 2011 by Richard Rumelt All rights reserved. Published in the United States by Crown Business, an imprint of the Crown Publishing Group, a division of Random House, Inc., New York. www.crownpublishing.com CROWN BUSINESS is a trademark and CROWN and the Rising Sun colophon are registered trademarks of Random House, Inc. Crown Business books are available at special discounts for bulk purchases for sales promotions or corporate use. Special editions, including
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high. With 2.2 million employees, it was the world’s biggest private-sector employer and was second only to ExxonMobil in terms of sales Wal-Mart’s continuity with its roots: continuity as a family-owned company, continuity of its low-price strategy, and continuity of its small-town values. Yet, for all this emphasis on continuity and Wal-Mart’s timeless character, it was clear to Duke that times were changing for Wal-Mart. Competitors that was more
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Identify three functions of organizational culture. I Discuss the conditions under which cultural strength improves corporate performance. I Discuss the effect of organizational culture on business ethics. I Compare and contrast four strategies for merging organizational cultures. I Identify five strategies to strengthen an organization’s culture. McShane−Von Glinow: Organizational Behavior, Second Edition Part Four Organizational Processes Organizational Culture © The McGraw−Hill
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