Getting better at sensemaking
Getting better at sensemaking [electronic resource] /
edited by Arch G. Woodside.
- Stamford, Conn. : JAI Press, c2000
- 1 online resource (512 p.) : ill.
- Advances in business marketing and purchasing, v. 9 1069-0964 ; .
- Advances in business marketing and purchasing ; v. 9. .
Getting better at sensemaking : introduction / Arch G. Woodside -- Competence-based business processes within industrial networks : a theoretical and empirical analysis / Kimmo Alajoutsijärvi and Henrikki Tikkanen -- Studies on industrial marketing change processes: a theoretical review and suggestive framework / Per Andersson -- Management of the market research client/agency relationship / Ross Brennan -- Qualitative methods in business studies / Torben Damgaard, Per V. Freytag, and Per Darmer -- Negotiating international industrial projects: MNCS versus emerging markets / Pervez N. Ghauri -- Global integration of marketing and R&D: IMB's Haifa research laboratory and its "WebCutter" technology / Mel Horwitch ... [et al.] -- Using case studies for theory testing in business-to-business research: the development of a more rigorous case study methodology / Wesley J. Johnston, Mark P. Leach, and Annie H. Liu -- Development of measures to assess customer perceived value in a business-to-business context / Jozée Lapierre -- Methods of country risk assessment for international market-entry decision / Joshua B. Levy and Eunsang Yoon -- Judgmental heuristics in overseas vendor search and evaluation: a proposed model of importer buying behavior / Neng Liang and Rodney L. Stump -- Research on business-to-business barter in Australia / Peter W. Liesch and Dawn Birch -- Hungarian tender buyers: some results of an empirical research study / Tibor Mandják and Judit Simon -- Business marketing as "politics" : identifying and managing political buying situations / K. E. Kristian Möller -- Portfolio of supplier-customer relationships / Robert Salle, Bernard Cova, and Catherine Pardo -- Ingredient branding : perspectives and problems of brand development in business to business enduser relations / Konstantin Theile and Wolfgang Burr -- Integration of qualitative and quantitative research approaches in business-to-business marketing / Gerhard A. Wührer and Thomas Werani.
This work's 16 contributions fill the mind with knowledge, skills, and insights useful for improving the executive's ability to do what needs to be done: scan environments better to find the weak signals on breakthrough technologies; understand shifts in customers' attitudes and behaviors; observe changes in behaviors of suppliers, governments, and other stakeholder groups; frame problems/opportunities better by deepening understanding on how we go about making sense of what is happening and can be made to happen; decide better by gaining deep knowledge on how decisions are actually made and can be improved (e.g., via systems thinking and simulating system operations to uncover powerful levers previously unrecognized); and, do better by applying new tools to learn what is really happening when planned strategies are converted into realized strategies.
9781849500432 (electronic bk.) : £74.95 ; € 109.95 ; $138.95 1849500436 (electronic bk.) : £74.95 ; € 109.95 ; $138.95
Marketing--Management.
Perception.
Management & management techniques.
Sales & marketing management.
Business & Economics--Marketing--General.
HF5415.13 / G48 2009
658.8
339.1
Getting better at sensemaking : introduction / Arch G. Woodside -- Competence-based business processes within industrial networks : a theoretical and empirical analysis / Kimmo Alajoutsijärvi and Henrikki Tikkanen -- Studies on industrial marketing change processes: a theoretical review and suggestive framework / Per Andersson -- Management of the market research client/agency relationship / Ross Brennan -- Qualitative methods in business studies / Torben Damgaard, Per V. Freytag, and Per Darmer -- Negotiating international industrial projects: MNCS versus emerging markets / Pervez N. Ghauri -- Global integration of marketing and R&D: IMB's Haifa research laboratory and its "WebCutter" technology / Mel Horwitch ... [et al.] -- Using case studies for theory testing in business-to-business research: the development of a more rigorous case study methodology / Wesley J. Johnston, Mark P. Leach, and Annie H. Liu -- Development of measures to assess customer perceived value in a business-to-business context / Jozée Lapierre -- Methods of country risk assessment for international market-entry decision / Joshua B. Levy and Eunsang Yoon -- Judgmental heuristics in overseas vendor search and evaluation: a proposed model of importer buying behavior / Neng Liang and Rodney L. Stump -- Research on business-to-business barter in Australia / Peter W. Liesch and Dawn Birch -- Hungarian tender buyers: some results of an empirical research study / Tibor Mandják and Judit Simon -- Business marketing as "politics" : identifying and managing political buying situations / K. E. Kristian Möller -- Portfolio of supplier-customer relationships / Robert Salle, Bernard Cova, and Catherine Pardo -- Ingredient branding : perspectives and problems of brand development in business to business enduser relations / Konstantin Theile and Wolfgang Burr -- Integration of qualitative and quantitative research approaches in business-to-business marketing / Gerhard A. Wührer and Thomas Werani.
This work's 16 contributions fill the mind with knowledge, skills, and insights useful for improving the executive's ability to do what needs to be done: scan environments better to find the weak signals on breakthrough technologies; understand shifts in customers' attitudes and behaviors; observe changes in behaviors of suppliers, governments, and other stakeholder groups; frame problems/opportunities better by deepening understanding on how we go about making sense of what is happening and can be made to happen; decide better by gaining deep knowledge on how decisions are actually made and can be improved (e.g., via systems thinking and simulating system operations to uncover powerful levers previously unrecognized); and, do better by applying new tools to learn what is really happening when planned strategies are converted into realized strategies.
9781849500432 (electronic bk.) : £74.95 ; € 109.95 ; $138.95 1849500436 (electronic bk.) : £74.95 ; € 109.95 ; $138.95
Marketing--Management.
Perception.
Management & management techniques.
Sales & marketing management.
Business & Economics--Marketing--General.
HF5415.13 / G48 2009
658.8
339.1